This description is a summary of our understanding of the job description. Click on 'Apply' button to find out more. Role Description The candidate is responsible for supporting sales growth by working closely with the US NEM and LAB team. Location preference is in the Eastern region of the United States, but will consider other locations based on strength of candidate. The market that you will be supporting will include: - Network Equipment Manufacturers - Photonics and Optical Component Manufacturers - Webscale Labs - University Research Centers The ideal candidate must have solid knowledge in: - Advanced Optics - Wafer/die Level Optical Probing - High-Speed transmission testing What You'll Do: - Provide pre-sales support to the NEM and LAB customer base, including online or onsite demonstrations, presentations, evaluation support, and technical reviews of our products. - Provide support presence at trade shows, conferences, and customer demonstrations focusing on technical product applications. - Participate in field evaluations to ensure customers are properly trained and tutored on EXFO testing solutions. - Work closely with the Business Unit to ensure the most up to date product information is being delivered to the market. - Provide direct feedback to the Business Unit regarding competitive information and new feature requests received from the field. Qualifications - Minimum three years’ experience with communications test equipment or equivalent - Degree in Telecommunications, Optics, Engineering, or equivalent Requirements - Well versed in communications technologies, including high speed transceivers, photonics, active/passive optical components and PIC technologies. - Familiarity with testing and characterization of these technologies including IL/PDL measurements, polarization, BERT, scopes, protocol (Ethernet, OTN, etc.) - Ability to stay current with the latest emerging technologies. - Technical aptitude to understand customers’ use case and position EXFO’s solutions to meet their needs. - Self-Starter and able to communicate and interact with people at all levels. - Autonomous, well organized, and results-oriented, meets deadlines. - Possess leadership qualities and good interpersonal and communications skills. - Excellent presentation, communication, and relationship building skills. Benefits - Approximately 25%-50% travel required. Company Description EXFO is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.

This description is a summary of our understanding of the job description. Click on 'Apply' button to find out more. Role Description We’re a seed-stage AI infrastructure startup powering large-scale training and inference for frontier labs, AI-native startups, and enterprises. We’re hiring a Sales Engineer (SE) to lead technical discovery, run world-class demos and POCs, and partner with Sales to drive successful evaluations and expansions across strategic accounts. - Partner with Sales to qualify opportunities, lead technical discovery, and shape evaluation plans tied to customer success criteria. - Design and deliver compelling demos of our full stack—tailoring messaging for both technical and executive audiences. - Own the technical POC process: define scope, success metrics, architecture, timeline, and stakeholder alignment; ensure clean handoffs into production. - Build strong relationships with customer stakeholders, including engineering leaders, platform teams, and security/infra owners. - Translate technical requirements into solution designs that map directly to business outcomes (latency, throughput, cost, reliability, security). - Produce high-quality enablement assets (demo environments, evaluation playbooks, reference architectures, FAQs) to scale the team’s effectiveness. - Provide high-signal feedback to Product/Engineering/Research based on recurring objections, feature gaps, and competitive dynamics. Qualifications - 5+ years in a customer-facing technical role, including 2+ years in a pre-sales function (Sales Engineer, Solutions Architect, etc.). - Proven ability to run technical evaluations end-to-end and influence outcomes in complex sales cycles. - Excellent communication skills: can explain infrastructure and AI concepts clearly to both technical and non-technical audiences. - Strong knowledge of AI/ML infrastructure and GPU-based systems, including how they integrate into HPC environments. - Strong understanding of training, fine-tuning, and inference for open-source LLMs. - Proficiency in Python and JavaScript, with experience building prototypes on API platforms. - Familiarity with Kubernetes, SLURM, Docker/containers, and infrastructure automation/IaC (e.g., Ansible). - High ownership, comfort in ambiguity, and strong prioritization across multiple deals and customer threads. Requirements - Experience selling or supporting AI infrastructure products (compute, orchestration, model serving, observability). - Experience with performance benchmarking, cost modeling, and evaluation frameworks for GenAI systems. - Prior work at a fast-moving startup with a “build the plane while flying it” mentality. Benefits - Front-row seat to the AI wave: support customers building and deploying frontier-scale systems. - Direct impact on revenue: you’ll be core to how we win and expand strategic accounts. - Build the SE motion: help define the playbooks, artifacts, and technical sales approach as we scale.

• Lead technical due diligence of both central and string inverter technologies (3rd-party OEM and internally developed). • Develop technical product requirements for qualification process and provide supplier recommendations. • Assist procurement and engineering in reviewing supplier proposals and negotiating technical requirements with suppliers. • Monitor evolving codes and certifications, analyze their impact on the market and specific products, and recommend how to leverage these developments. • Drive internal and external Independent Engineer (IE) reviews to validate product performance and compliance. • Maintain traceability of inverter specifications, certification status, performance validations, and internal evaluations to support cross-team collaboration. • Collaborate with engineering, business development, and execution teams to refine inverter-related solution architecture and product vision. • Research, analyze, and draft market requirements for existing and new products by engaging with customers and sales teams, reviewing industry sources, and translating insights into product and roadmap proposals. • Present proposals to internal stakeholders to gain alignment and approval. • Act as an internal advocate for customer needs and requirements. • Drive new product ideas through product development and/or system integration processes; coordinate and influence cross-functional product leaders. • Communicate and train business teams on product specifications, advantages, applications, and competitive benchmarks. • Prepare technical content and materials for customer visits, training sessions, webinars, and events. • Provide and validate content for marketing collateral such as datasheets, brochures, and white papers; support marketing in product launches and performance tracking. • Support procurement and supply chain teams by ensuring inverter manufacturing processes, certification status, and compliance requirements are met. • Work with suppliers and internal teams to resolve technical gaps during product qualification and integration. • Provide technical guidance to ensure smooth commercialization and supply readiness. • Support ongoing measurement of product success in the field and recommend improvements based on performance and customer feedback.

Job Description: The Strategic Solutions department at WideOrbit serves as the critical link between the company’s innovative products and its clients, bridging current and future solutions with client ecosystems. The team plays a pivotal role in pre-sales, solution design, implementation, and ongoing client success by ensuring that WideOrbit’s roadmap and offerings align with client needs. As a WideOrbit Solution Architect, you are a strategic and creative thinker who takes ownership, overcomes challenges, and drives meaningful change in an ever-evolving AdTech landscape. In this role, you will collaborate with clients and internal teams to design and document scalable and efficient solutions and services. Your work will involve designing custom workflows, integrations with third-party tools, and advising on best practices, all while maintaining a deep understanding of the media and advertising technology landscape. Here is what success will look like: Customer Engagement: Act as a trusted advisor to clients, prospects and partners, engaging at senior levels to quickly understand their technology ecosystems, operational challenges, and business goals. Be an advocate for WideOrbit products and solutions, current and future, demonstrating an ability to address complex challenges and deliver measurable business value. Collaborate with clients and vendors on innovative solutions that integrate WideOrbit’s products with third-party tools, data sources, and workflows. Develop consensus with clients on quantifiable success metrics for each engagement, ensuring that WideOrbit’s internal measures of value align with the clients. Solution Design: Develop solutions and workflows tailored to meet unique client business objectives, either fully contained within the WideOrbit ecosystem, or as part of a larger, integrated stack. Map client’s existing business processes, workflows, and associated costs, identifying high leverage opportunities and prioritizing those in project planning. Provide technical guidance, subject matter expertise, and product knowledge during sales engagements supporting complex deal negotiations and renewals. Orchestrate the solution implementation process, ensuring smooth adoption, addressing technical and operational gaps, all while architecting the next phase of the solution. Cross-Functional Collaboration: Work closely with Sales, Product, Engineering, and Professional Services teams to align client priorities, market demands, and growth strategies. Collaborate on strategies to enhance client satisfaction, identify revenue opportunities, and ensure successful long-term partnerships. Ensure alignment across client, corporate, and team objectives through communication, demonstration and ownership. Market and Product Responsiveness: Maintain expertise in media, advertising technology, and operational workflows to ensure solutions meet industry challenges and trends. Identify opportunities for product enhancements or integrations, advocating for innovation based on client feedback and market needs. Partner with internal teams to evolve WideOrbit’s offerings, maintaining a leadership position in the ad tech ecosystem. We are looking for someone with: Bachelor’s degree in relevant discipline. 10+ years of experience in broadcast and cable network operations or within a software provider working with broadcast and cable networks. Deep understanding of the broadcast and cable network industry and its workflows. Experience with SaaS platforms and/or large complex enterprise resource planning systems. Demonstrated ability to engage cross-functional teams and drive collaboration. Excellent communication skills, capable of presenting to executive-level stakeholders and large audiences. Experience developing best-practice collateral and customer enablement strategies. Proven ability to manage customer relationships at both technical and business levels Preferred Qualifications: