The posting
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.
