About this role
Job Description:
What you’ll do 工作職掌 Sales Focus 業務面
• Establish sales strategy, sales objectives, and support needs for optical and electrical testing solutions. • 訂定光電測試解決方案的銷售策略、目標與支援計畫。 • Be dedicated to system, subsystem and transceiver R&D and manufacturing market. Good understanding on the Silicon-photonic design and testing area. • 專注系統、子系統及光模組研發與製造市場。熟悉矽光子晶片設計和測試。 • Identify customers and key market potentials to penetrate and develop business as well as strategic sales plans. • 挖掘客戶與核心市場潛力，拓展業務並訂定策略銷售計畫。 • Manage the pipeline of opportunities from current and prospective customers to ensure that sales goals can be met. • 管理現有及潛在客戶的銷售機會漏斗，確保銷售目標達成。 • This includes qualifying of opportunities within the pipeline, proper prioritization of activities, and management of time and commitments to ensure priority opportunities move through the sales cycle. • 包含機會評估、工作優先順序排序、時間與承諾管理，推動重點機會順利完成銷售流程。 • Complete all sales paperwork and reports promptly, thoroughly and accurately, to ensure company profitability and maximize our ability to deliver a high-quality solution and minimize potential problems or issues in service delivery or invoicing. • 及時、完整、準確完成所有銷售文件與報告，保障公司獲利，提升高品質解決方案交付能力，降低服務交付或開票環節的潛在風險。 • Maintain all sales resources and databases such that they are kept up to date and accurate. • 維護並更新所有銷售資源與資料庫，確保資訊即時準確。 • Develop and maintain a broad background in core technology offerings, to ensure the ability to provide customer solutions and close sales opportunities as independently as possible. • 學習並掌握核心技術背景，獨立為客戶提供解決方案並促成簽約。 • Adapt to and quickly learn new technologies and products. • 快速適應並學習新技術與新產品。 • Provide support presence at trade shows, conferences, and customer demonstrations focusing on technical product applications. • 參與產業展會、技術會議及客戶產品演示，聚焦技術應用場景。 • Participate in field evaluations to ensure customers are properly trained and tutored on EXFO testing solutions. • 參與現場評估，確保客戶正確使用並熟練掌握 EXFO 測試解決方案。 • Manage technical aspects of lab evaluations to ensure laboratory product approval. • 負責實驗室評估的技術環節，推動產品通過實驗室認證。 • Respond to RFPs in close coordination with PLMs to provide best positive response to all technical requirements. • 與產品生命週期管理團隊緊密協作，回應招標需求，針對所有技術要求提供最優方案。 • Duties will also consist of maintenance and preparation of demo materials, performing product demonstrations, specific application support for clients and ongoing support. • 負責演示設備的維護與準備、產品演示、客戶專項應用支援及後續服務。 • Taking full responsibility for the demo equipment and assigned company assets. • 全權管理演示設備及公司分配資產。
Account Focus 客戶面
• Key account in universities, research institutions, R&D and manufacturing market development & management. • 負責高校與科研單位、研發與製造市場重點客戶的開發與管理。 • Provide solution proposals and justification to suit customer needs in National Service Provider（NSP）market. • 針對營運商市場客戶需求，提供解決方案與可行性論證。 • Maintain close supportive relationships with focus accounts to improve the market share. • 與重點客戶保持緊密合作關係，提升市場佔有率。 • Perform customer training when appropriate to ensure smooth acceptance of products. • 按需開展客戶訓練，保障產品順利驗收。 • Provide customized test plans and job aids to ensure smooth acceptance of products. • 提供客製化測試方案與操作指導，確保產品順利落地。 • Assist in preparation and presentation of technology seminars to educate customers and potential customers on EXFO’s testing solutions. • 協助籌備技術研討會，向客戶及潛在客戶普及 EXFO 測試解決方案。 • Manage and maintain relationships with local agents. • 地區代理商的管理與維護。
Product Focus 產品面
• Provide technical interface between Product Management Team and customers by developing and maintaining key technical relationships at focus accounts. • 作為產品管理團隊與客戶的技術介面，維護重點客戶核心技術關係。 • Advise Product Management Team on product features/road map to coordinate with upcoming customer requirements. • 向產品管理團隊回饋產品功能與路線圖建議，匹配客戶未來需求。 • Provide competitive intelligence – feature set, road map, pricing. • 提供競品資訊，包含功能、路線、定價。
Others
• Perform other duties as the Company may authorize or assign from time to time. • 完成公司臨時授權或分配的其他工作任務。
What we’re looking for 條件要求 Technical Requirements 專業技術要求
• Fiber Optic and/or Silicon Photonics technology. • 光纖及 / 或矽光子技術 • Applications (Fiber test, loss test, dispersion, DWDM, PON and FTTx) • 應用（光纖測試、損耗測試、色散、DWDM、PON 及 FTTx） • Telecommunication testing technology. • 電信測試技術 • Active and passive component manufacturing technology. • 主動與被動元件生產技術 • PIC chip research, design, foundry or packaging industry, strong experience in chip testing. • 積體電路晶片研究、設計、製造或封裝產業，具豐富晶片測試經驗 • Good understanding on optical, DC and RF testing technology; Be able to independently provide testing proposal and testing procedure support for PIC customers. • 熟悉光學、直流與 RF 測試技術；能夠獨立為 PIC 客戶提供測試建議與測試程序支援 • Familiar with wafer level probe station • 熟悉晶圓測試探針系統 • High degree of knowledge on automation and ability to develop script for 3rd party instrument integration • 具高度自動化知識，能夠開發腳本用於第三方儀器整合
Required Skills and Capabilities 核心能力
• Excellent communication, negotiation and relationship building skills – internal and external. • 具備優異的溝通、談判與人際關係建立能力（內部與外部） • Demonstrated ability to work independently and meet goals is required. • 能夠獨立作業並達成目標 • Demonstrated ability to work with product line, engineering and service delivery teams. • 能夠與產品線、工程及服務交付團隊協同合作 • Strong customer advocacy skills complemented by ability to effectively position the value proposition and benefits from the customer perspective. • 具備優異的客戶導向能力，能有效從客戶視角定位價值主張與效益 • Demonstrated ability to work with partners. • 具備與合作夥伴協同作業的能力 • Strong interpersonal and communication skills, both oral and written, are required. • 具備優異的口頭與書面溝通能力 • Enthusiastic and self-motivated. • 熱情積極、主動進取 • Self-starter and able to interact with people at all levels. • 主動自發，能與各階層人員順利互動 • Autonomous, well organized, and results oriented. • 自主獨立、做事條理分明、以結果為導向
Must have 必備條件
• Active attitude, strong will and true value judgement with Honesty, integrity • 誠實正直、態度積極、意志堅定、具正確價值觀 • At least 3 years of experience in optical and electrical Testing fields. • 至少 3 年光學及電子測試領域工作經驗 • Key account management skills are preferred. • 具大客戶管理經驗者優先
Language requirements
• English can be used as a working language • 英語可作為工作語言
Education requirements 學歷要求
• Bachelor’s degree in Engineering, Telecommunications, or related field.Other combination of experience/studies will be considered • 學歷要求：工程、電子、通訊或相關專業大學學歷；其他經歷與學歷組合亦會納入考量。
Any other combination of experience/studies will be considered. 其他經歷與學歷組合亦會納入考量。 What you’ll do 工作職掌 Sales Focus 業務面
• Establish sales strategy, sales objectives, and support needs for optical and electrical testing solutions. • 訂定光電測試解決方案的銷售策略、目標與支援計畫。 • Be dedicated to system, subsystem and transceiver R&D and manufacturing market. Good understanding on the Silicon-photonic design and testing area. • 專注系統、子系統及光模組研發與製造市場。熟悉矽光子晶片設計和測試。 • Identify customers and key market potentials to penetrate and develop business as well as strategic sales plans. • 挖掘客戶與核心市場潛力，拓展業務並訂定策略銷售計畫。 • Manage the pipeline of opportunities from current and prospective customers to ensure that sales goals can be met. • 管理現有及潛在客戶的銷售機會漏斗，確保銷售目標達成。 • This includes qualifying of opportunities within the pipeline, proper prioritization of activities, and management of time and commitments to ensure priority opportunities move through the sales cycle. • 包含機會評估、工作優先順序排序、時間與承諾管理，推動重點機會順利完成銷售流程。 • Complete all sales paperwork and reports promptly, thoroughly and accurately, to ensure company profitability and maximize our ability to deliver a high-quality solution and minimize potential problems or issues in service delivery or invoicing. • 及時、完整、準確完成所有銷售文件與報告，保障公司獲利，提升高品質解決方案交付能力，降低服務交付或開票環節的潛在風險。 • Maintain all sales resources and databases such that they are kept up to date and accurate. • 維護並更新所有銷售資源與資料庫，確保資訊即時準確。 • Develop and maintain a broad background in core technology offerings, to ensure the ability to provide customer solutions and close sales opportunities as independently as possible. • 學習並掌握核心技術背景，獨立為客戶提供解決方案並促成簽約。 • Adapt to and quickly learn new technologies and products. • 快速適應並學習新技術與新產品。 • Provide support presence at trade shows, conferences, and customer demonstrations focusing on technical product applications. • 參與產業展會、技術會議及客戶產品演示，聚焦技術應用場景。 • Participate in field evaluations to ensure customers are properly trained and tutored on EXFO testing solutions. • 參與現場評估，確保客戶正確使用並熟練掌握 EXFO 測試解決方案。 • Manage technical aspects of lab evaluations to ensure laboratory product approval. • 負責實驗室評估的技術環節，推動產品通過實驗室認證。 • Respond to RFPs in close coordination with PLMs to provide best positive response to all technical requirements. • 與產品生命週期管理團隊緊密協作，回應招標需求，針對所有技術要求提供最優方案。 • Duties will also consist of maintenance and preparation of demo materials, performing product demonstrations, specific application support for clients and ongoing support. • 負責演示設備的維護與準備、產品演示、客戶專項應用支援及後續服務。 • Taking full responsibility for the demo equipment and assigned company assets. • 全權管理演示設備及公司分配資產。
Account Focus 客戶面
• Key account in universities, research institutions, R&D and manufacturing market development & management. • 負責高校與科研單位、研發與製造市場重點客戶的開發與管理。 • Provide solution proposals and justification to suit customer needs in National Service Provider（NSP）market. • 針對營運商市場客戶需求，提供解決方案與可行性論證。 • Maintain close supportive relationships with focus accounts to improve the market share. • 與重點客戶保持緊密合作關係，提升市場佔有率。 • Perform customer training when appropriate to ensure smooth acceptance of products. • 按需開展客戶訓練，保障產品順利驗收。 • Provide customized test plans and job aids to ensure smooth acceptance of products. • 提供客製化測試方案與操作指導，確保產品順利落地。 • Assist in preparation and presentation of technology seminars to educate customers and potential customers on EXFO’s testing solutions. • 協助籌備技術研討會，向客戶及潛在客戶普及 EXFO 測試解決方案。 • Manage and maintain relationships with local agents. • 地區代理商的管理與維護。
Product Focus 產品面
• Provide technical interface between Product Management Team and customers by developing and maintaining key technical relationships at focus accounts. • 作為產品管理團隊與客戶的技術介面，維護重點客戶核心技術關係。 • Advise Product Management Team on product features/road map to coordinate with upcoming customer requirements. • 向產品管理團隊回饋產品功能與路線圖建議，匹配客戶未來需求。 • Provide competitive intelligence – feature set, road map, pricing. • 提供競品資訊，包含功能、路線、定價。
Others
• Perform other duties as the Company may authorize or assign from time to time. • 完成公司臨時授權或分配的其他工作任務。
What we’re looking for 條件要求 Technical Requirements 專業技術要求
• Fiber Optic and/or Silicon Photonics technology. • 光纖及 / 或矽光子技術 • Applications (Fiber test, loss test, dispersion, DWDM, PON and FTTx) • 應用（光纖測試、損耗測試、色散、DWDM、PON 及 FTTx） • Telecommunication testing technology. • 電信測試技術 • Active and passive component manufacturing technology. • 主動與被動元件生產技術 • PIC chip research, design, foundry or packaging industry, strong experience in chip testing. • 積體電路晶片研究、設計、製造或封裝產業，具豐富晶片測試經驗 • Good understanding on optical, DC and RF testing technology; Be able to independently provide testing proposal and testing procedure support for PIC customers. • 熟悉光學、直流與 RF 測試技術；能夠獨立為 PIC 客戶提供測試建議與測試程序支援 • Familiar with wafer level probe station • 熟悉晶圓測試探針系統 • High degree of knowledge on automation and ability to develop script for 3rd party instrument integration • 具高度自動化知識，能夠開發腳本用於第三方儀器整合
Required Skills and Capabilities 核心能力
• Excellent communication, negotiation and relationship building skills – internal and external. • 具備優異的溝通、談判與人際關係建立能力（內部與外部） • Demonstrated ability to work independently and meet goals is required. • 能夠獨立作業並達成目標 • Demonstrated ability to work with product line, engineering and service delivery teams. • 能夠與產品線、工程及服務交付團隊協同合作 • Strong customer advocacy skills complemented by ability to effectively position the value proposition and benefits from the customer perspective. • 具備優異的客戶導向能力，能有效從客戶視角定位價值主張與效益 • Demonstrated ability to work with partners. • 具備與合作夥伴協同作業的能力 • Strong interpersonal and communication skills, both oral and written, are required. • 具備優異的口頭與書面溝通能力 • Enthusiastic and self-motivated. • 熱情積極、主動進取 • Self-starter and able to interact with people at all levels. • 主動自發，能與各階層人員順利互動 • Autonomous, well organized, and results oriented. • 自主獨立、做事條理分明、以結果為導向
Must have 必備條件
• Active attitude, strong will and true value judgement with Honesty, integrity • 誠實正直、態度積極、意志堅定、具正確價值觀 • At least 3 years of experience in optical and electrical Testing fields. • 至少 3 年光學及電子測試領域工作經驗 • Key account management skills are preferred. • 具大客戶管理經驗者優先
Language requirements
• English can be used as a working language • 英語可作為工作語言
Education requirements 學歷要求
• Bachelor’s degree in Engineering, Telecommunications, or related field.Other combination of experience/studies will be considered • 學歷要求：工程、電子、通訊或相關專業大學學歷；其他經歷與學歷組合亦會納入考量。
Any other combination of experience/studies will be considered. 其他經歷與學歷組合亦會納入考量。
EXFO is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.