Vice President / Senior Director, Sales – APAC

Job Description:

Position Summary

We are seeking a strategic and commercially driven sales leader to lead the APAC region for our Network Deployment & Operations (ND&O) business unit.

Historically recognized for its strong position in field test & measurement solutions for telecommunications networks, the business has undergone a significant evolution in recent years, driven by accelerating demand across data center, cloud infrastructure, and data center interconnect (DCI) environments. This transformation is creating substantial growth opportunities across telecom operators, hyperscalers, cloud providers, enterprise infrastructure, and next-generation network ecosystems throughout APAC.

The selected leader will play a critical role in accelerating regional growth, strengthening strategic customer relationships, expanding market presence, and driving execution across one of the fastest-evolving segments of the industry.

Depending on the experience and profile of the selected candidate, the role may be positioned at either the Vice President or Senior Director level.

Key Responsibilities

Commercial Leadership

• Lead the overall APAC commercial strategy and execution for the ND&O business unit, with accountability for regional bookings, revenue growth, pipeline development, and strategic market expansion.
• Develop and execute regional go-to-market plans aligned with global priorities and evolving market opportunities across telecom, cloud, and data center infrastructure ecosystems.
• Drive forecasting accuracy, sales discipline, operational rigor, and strategic account planning across the region.
• Identify and capitalize on emerging opportunities related to data center growth, fiber infrastructure expansion, high-speed transport networks, and DCI market evolution.

Strategic Customer Engagement

• Build and maintain executive-level relationships with key customers, including telecom operators, hyperscalers, cloud infrastructure providers, strategic enterprise accounts, and regional partners.
• Lead complex commercial engagements involving highly technical solution environments and multi-stakeholder customer ecosystems.
• Support strategic opportunities from early engagement through negotiation, closing, and long-term account expansion.

Team Leadership & Organizational Development

• Lead, mentor, and develop a high-performing regional sales organization across APAC.
• Foster a culture of accountability, collaboration, customer focus, and execution excellence.
• Coach sales leaders and account teams on strategic selling, opportunity qualification, customer positioning, and executive engagement.
• Partner closely with global leadership and cross-functional teams to support organizational growth and regional talent development.

Cross-Functional Collaboration

• Work closely with Product Management, R&D, Marketing, Operations, Customer Success, and executive leadership to ensure strong alignment between market needs, product strategy, and commercial execution.
• Provide ongoing market intelligence and customer insights to influence business priorities and future growth initiatives.
• Act as a strategic voice for the APAC region within the broader global organization.

Channel & Ecosystem Development

• Strengthen and expand regional channel, reseller, integrator, and strategic partner ecosystems.
• Develop partnerships that accelerate market penetration and long-term regional growth.
• Ensure strong alignment between partner strategy and overall commercial objectives.

Qualifications

• Bachelor’s degree in Business, Engineering, Telecommunications, or related field. MBA considered an asset.
• 12+ years of progressive sales leadership experience within telecommunications, networking, optical infrastructure, test & measurement, data center, cloud infrastructure, or adjacent technology sectors.
• Proven success leading complex B2B technology sales organizations across APAC markets.
• Strong understanding of the regional telecommunications and infrastructure landscape, including market dynamics, customer environments, and channel ecosystems across Asia-Pacific.
• Demonstrated success managing strategic enterprise and service provider accounts involving long sales cycles and complex commercial engagements.
• Experience leading geographically distributed teams across multiple countries and cultures.
• Strong executive presence with the ability to influence customers, partners, and internal stakeholders at senior leadership levels.
• Excellent business acumen, communication, negotiation, and operational leadership skills.
• Ability to travel internationally as required.

Preferred Experience

• Strong experience within network deployment & operations (ND&O), field test & measurement, optical networking, data center interconnect (DCI), or adjacent telecommunications infrastructure environments.
• Proven success supporting customers operating within telecom operator, hyperscaler, cloud infrastructure, or mission-critical network ecosystems.
• Strong understanding of evolving market dynamics related to fiber networks, high-speed transport, cloud infrastructure, and data center expansion.
• Experience managing strategic regional accounts, complex solution-selling environments, and multi-stakeholder customer engagements.
• Experience operating effectively within matrixed global organizations.

Leadership Profile

The successful candidate will be:

• Commercially driven and strategically minded.
• Comfortable operating in highly technical and rapidly evolving market environments.
• Highly autonomous, execution-oriented, and customer-focused.
• Credible with both business and technical audiences.
• Collaborative and capable of influencing across regions, functions, and cultures.
• Passionate about building long-term customer relationships and driving sustainable growth.

Why Join Us

This is an opportunity to lead a strategically important business segment operating at the intersection of telecommunications, cloud infrastructure, and next-generation network evolution.

The selected leader will play a visible role in shaping regional growth strategy across APAC while contributing to the continued expansion of technologies supporting the rapid evolution of global network and data center infrastructure.

EXFO is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.