About the job

This is a remote position within EMEA, ideally based in a major data center, cloud, colocation or AI infrastructure hub with strong customer access across the region.

The Account Manager – Datacenter, Colocation & Neocloud Accounts – EMEA will be responsible for developing, managing and expanding strategic accounts across the EMEA data center ecosystem, with a focus on major datacenter operators, colocation providers, neocloud / AI infrastructure providers and selected cloud service providers. The role will complement the existing hyperscale account management structure by extending dedicated coverage into high-growth customer segments where AI infrastructure, data sovereignty, high-density fiber, DCI, lifecycle assurance and partner-led deployment models are becoming increasingly important.

This position requires a strong blend of strategic account management, technical selling and ecosystem orchestration. The successful candidate will work closely with the Head of Private Business – EMEA, regional sales teams, technical specialists, product line managers, marketing, global account teams and strategic partners to build account plans, create pipeline, support major opportunities, and drive scalable revenue growth across EMEA.

Key Responsibilities

• Develop and execute strategic account plans for priority datacenter, colocation and neocloud accounts across EMEA.
• Build direct relationships with key stakeholders in engineering, operations, architecture, procurement, deployment, and field operations.
• Identify and pursue new business opportunities linked to AI data center build-outs, high-density fiber deployment, intra-DC testing, DCI, campus connectivity, data sovereignty initiatives, and lifecycle assurance.
• Coordinate with regional account managers to ensure clear ownership, consistent customer engagement, structured follow up and alignment with local market priorities.
• Support RFPs, technical proposals, customer workshops, demonstrations and proof-of-concept activities in coordination with PLM and technical specialists.
• Translate customer requirements into structured internal actions, including product feedback, workflow needs, reporting requirements, MOP support, training needs and roadmap input.
• Maintain accurate CRM visibility of account plans, contacts, opportunities, pipeline status, next steps and measurable progress against objectives.
• Provide regular updates to management on account performance, market trends, customer feedback, competitive activity and regional coverage gaps.
• Represent the company at relevant industry events, customer meetings, partner workshops and regional datacenter conferences across EMEA.

Strategic Focus Areas

• Priority account coverage across colocation providers, neocloud / AI infrastructure providers, datacenter operators and selected cloud service providers.
• Pan-EMEA customer engagement for accounts operating across multiple countries, requiring coordinated cross-border management and consistent commercial execution.
• Data sovereignty opportunities in Europe, the UK, the Middle East and other EMEA markets where local cloud, AI and datacenter infrastructure initiatives are accelerating.
• Lifecycle value positioning from construct and activation through operation, monitoring, reporting, compliance and ongoing assurance.
• Account playbooks, standardized messaging and repeatable engagement models for priority customers and vertical segments.

Requirements

• Proven experience in account management, sales or business development within datacenter, cloud, telecom, enterprise infrastructure, test and measurement, networking or related technology markets.
• Strong understanding of the EMEA datacenter ecosystem, including colocation providers, cloud service providers, neocloud / AI infrastructure players, contractors and system integrators.
• Experience managing large, complex or multi country accounts and developing structured account plans with clear objectives, stakeholder maps, and measurable pipeline outcomes.
• Ability to understand and communicate technical value propositions related to fiber characterization, high-density connectivity, optical testing, DCI, transceiver validation, automation, reporting and monitoring.
• Experience working with technical specialists, product line managers, regional sales teams and partners to convert customer requirements into winning proposals and repeatable sales motions.
• Familiarity with CRM, account planning tools, opportunity management, and executive reporting.
• Bachelor’s degree in Telecommunications, Electronics Engineering, Business, Computer Science or a related technical/commercial field; equivalent professional experience will also be considered.
• Typically, 5+ years of experience in account management, sales, business development, or strategic customer engagement in the technology, telecom, cloud, or data center industry.
• Fluent English required; additional EMEA languages are a strong advantage.

Preferred Experience

• Experience selling into or supporting datacenter, hyperscale, colocation, neocloud, cloud service provider or enterprise technology accounts.
• Experience with test and measurement instrumentation, optical networking, fiber certification, OTDR, OLTS, high-speed Ethernet, DCI, RFTM, monitoring or lifecycle assurance solutions.
• Existing network of contacts across EMEA datacenter operators, colocation providers, contractors or AI infrastructure players.
• Ability to engage confidently with both technical and commercial stakeholders, from field teams and project managers to directors, regional operations leaders and senior executives.

Soft Skills

• Strong relationship-building skills and ability to create trust across complex customer
• High level of initiative, ownership and self-motivation.
• Structured, disciplined and proactive approach to account planning, follow-up and execution.
• Excellent communication skills, with the ability to simplify technical value propositions for different stakeholder groups.
• Collaborative mindset and ability to work across regions, functions and reporting lines.
• Comfortable operating in a fast-moving, evolving market with incomplete information and shifting priorities.
• Strong business acumen, curiosity and ability to identify emerging opportunities before they become mainstream.

Travel

Willing and able to travel across EMEA for customer meetings, partner workshops, trade shows, technical demonstrations and internal alignment sessions; expected travel approximately 40–50% depending on business needs.

About the company

EXFO develops smarter test, measurement and monitoring solutions for the global communications industry. We are trusted advisors to fixed and mobile network operators, hyperscalers and leaders in the manufacturing, development and research sector. They count on us to deliver superior visibility and insights into network performance, service reliability and user experience. Building on nearly 40 years of innovation, EXFO’s unique blend of equipment, software and services enable faster, more confident transformations related to 5G, cloud-native and fiber optic networks.

Commitments

EXFO cares about employee work-life balance and offers flexible work hours and a hybrid work environment. We also offer a four-week work-from-anywhere program as well as wellness and mental health benefits, including a comprehensive Employee and Family Assistance Program, providing health, financial and legal resources, as well as 24/7 assistance. We foster a culture that thrives on complex challenges and recognizes employees who take pride in creating innovative solutions. TechCurious is an annual event dedicated to learning by sharing the tech knowledge of our experts. Held at 12 EXFO sites around the world, TechCurious days are a great opportunity to bring employees together, explore the latest advances in our industry and cultivate a spirit of curiosity and collaboration. EXFO is committed to building a workplace that champions diversity, promotes inclusivity and provides a safe space for every member of our team. Our vision is to create a space where employees feel connected, empowered, respected and valued. To foster an inclusive work environment, all our employees have received awareness training on the principles of DEI and on unconscious biases. As part of our ESG journey, we are committed to taking full responsibility for the environmental impact of our operations and products. We integrate these principles into our strategic planning to meet and exceed regulatory requirements and contribute to a healthier planet. EXFO employees around the world go above and beyond to make a positive impact on their workplaces and communities. To encourage community involvement, each employee is granted the equivalent of one paid workday per year to volunteer in their community.

• Develop and execute strategic account plans for priority datacenter, colocation and neocloud accounts across EMEA.
• Build direct relationships with key stakeholders in engineering, operations, architecture, procurement, deployment, and field operations.
• Identify and pursue new business opportunities linked to AI data center build-outs, high-density fiber deployment, intra-DC testing, DCI, campus connectivity, data sovereignty initiatives, and lifecycle assurance.
• Coordinate with regional account managers to ensure clear ownership, consistent customer engagement, structured follow up and alignment with local market priorities.
• Support RFPs, technical proposals, customer workshops, demonstrations and proof-of-concept activities in coordination with PLM and technical specialists.
• Translate customer requirements into structured internal actions, including product feedback, workflow needs, reporting requirements, MOP support, training needs and roadmap input.
• Maintain accurate CRM visibility of account plans, contacts, opportunities, pipeline status, next steps and measurable progress against objectives.
• Provide regular updates to management on account performance, market trends, customer feedback, competitive activity and regional coverage gaps.
• Represent the company at relevant industry events, customer meetings, partner workshops and regional datacenter conferences across EMEA.

• Account management
• Sales
• Business development
• Datacenter ecosystem understanding
• Cloud service provider knowledge
• Neocloud / AI infrastructure player knowledge
• Contractor and system integrator knowledge
• Large, complex or multi country account management
• Structured account planning
• Technical value proposition communication
• Fiber characterization
• High-density connectivity
• Optical testing
• DCI
• Transceiver validation
• Automation
• Reporting
• Monitoring
• Working with technical specialists
• Working with product line managers
• Working with regional sales teams
• Working with partners
• CRM familiarity
• Account planning tools familiarity
• Opportunity management familiarity
• Executive reporting familiarity
• Fluent English
• Relationship-building skills
• Initiative
• Ownership
• Self-motivation
• Structured approach
• Disciplined approach
• Proactive approach
• Excellent communication skills
• Collaborative mindset
• Business acumen
• Curiosity

• Proven experience in account management, sales or business development within datacenter, cloud, telecom, enterprise infrastructure, test and measurement, networking or related technology markets.
• Strong understanding of the EMEA datacenter ecosystem, including colocation providers, cloud service providers, neocloud / AI infrastructure players, contractors and system integrators.
• Experience managing large, complex or multi country accounts and developing structured account plans with clear objectives, stakeholder maps, and measurable pipeline outcomes.
• Ability to understand and communicate technical value propositions related to fiber characterization, high-density connectivity, optical testing, DCI, transceiver validation, automation, reporting and monitoring.
• Experience working with technical specialists, product line managers, regional sales teams and partners to convert customer requirements into winning proposals and repeatable sales motions.
• Familiarity with CRM, account planning tools, opportunity management, and executive reporting.
• Bachelor’s degree in Telecommunications, Electronics Engineering, Business, Computer Science or a related technical/commercial field; equivalent professional experience will also be considered.
• Typically, 5+ years of experience in account management, sales, business development, or strategic customer engagement in the technology, telecom, cloud, or data center industry.
• Fluent English required; additional EMEA languages are a strong advantage.
• Experience selling into or supporting datacenter, hyperscale, colocation, neocloud, cloud service provider or enterprise technology accounts.
• Experience with test and measurement instrumentation, optical networking, fiber certification, OTDR, OLTS, high-speed Ethernet, DCI, RFTM, monitoring or lifecycle assurance solutions.
• Existing network of contacts across EMEA datacenter operators, colocation providers, contractors or AI infrastructure players.
• Ability to engage confidently with both technical and commercial stakeholders, from field teams and project managers to directors, regional operations leaders and senior executives.