Our client is seeking a DCI Account Manager - EMEA responsible for driving and expanding strategic growth across the region's DCI and Submarine markets. The role builds focused momentum around high-fiber-count lifecycle deployments, hollow-core adoption, submarine projects and major cross-border infrastructure builds. It works closely with senior sales leadership, regional teams, private networks, technical specialists, product managers, marketing and strategic partners to increase visibility, convert priority opportunities and scale repeatable growth plays across EMEA.

Key Responsibilities

• Develop and run pan-EMEA account plans for priority DCI and Submarine customers with clear objectives, stakeholders and measurable pipeline.
• Coordinate strategic engagement across key pan-European DCI accounts and extend coverage into MEA.
• Identify major DCI infrastructure opportunities in utilities, energy and transport using proven reference cases.
• Map vendors, contractors and deployment partners with regional teams to improve access, ownership and execution.
• Work with Private Networks to understand hyperscaler influence on DCI projects, including approvals, specs and SLAs.
• Track submarine builds, upgrades and consortium activity to strengthen visibility into hyperscale and telecom opportunities.
• Promote lifecycle value across EXCHANGE, fibre characterisation, RFTM, High Speed and Submarine solutions.
• Support workshops, proposals, PoCs and executive reviews with technical specialists and regional account teams.
• Maintain accurate CRM updates on plans, contacts, opportunities, next steps and progress toward FY27 goals.

Main Focus Areas

• Pan-EMEA DCI account ownership and regional coordination across strategic operators and infrastructure providers.
• Submarine market mapping, consortium visibility and opportunity creation across hyperscale and telecom segments.
• High fibre count lifecycle deployment, hollow core deployment adoption and end-to-end assurance positioning.
• Ecosystem mapping of contractors, customer vendors, field deployment partners and decision influencers.
• Conversion of regional success cases into scalable plays across Europe, the UK, the Middle East and Africa.

Requirements

• Senior sales, account management or business development experience in telecom test and measurement, fibre infrastructure, DCI, submarine networks, optical transport or related technology markets.
• Strong understanding of the EMEA DCI ecosystem, including carriers, fibre infrastructure providers, utilities, transport, energy and pan-regional network operators.
• Ability to manage large multi-country accounts and coordinate cross-border commercial execution with regional sales teams.
• Comfortable translating customer requirements into structured internal actions including technical validation, workflow needs, reporting requirements, training and roadmap input.
• Strong working knowledge of fibre characterisation, high fibre count deployment, OTDR, RFTM, high-speed Ethernet, monitoring, lifecycle assurance and DCI use cases.
• Familiarity with CRM discipline, account planning, opportunity management and executive reporting.
• Fluent English required; additional EMEA languages are an advantage.

Preferred Experience

• Existing network of contacts across European DCI operators, carriers, submarine consortia, contractors, utilities or major infrastructure owners.
• Experience selling lifecycle assurance, optical testing, monitoring, automation or fiber deployment solutions into strategic telecom and infrastructure accounts.
• Ability to engage confidently with engineering, operations, architecture, procurement, deployment and executive stakeholders.
• Experience creating partner or ecosystem maps and converting them into practical go-to-market actions.

Soft Skills

• Strategic, proactive and highly structured account leadership style.
• Strong relationship-building skills across complex multi-country customer organisations.
• High level of ownership, curiosity and self-motivation.
• Excellent communication skills, with the ability to simplify technical value propositions for commercial and executive audiences.
• Collaborative mindset and ability to work across regions, functions and reporting lines.
• Comfortable operating in a fast-moving growth market with incomplete information and shifting priorities.

Travel

• Willing and able to travel across EMEA for customer meetings, partner workshops, infrastructure project reviews, technical demonstrations, trade shows and internal alignment sessions. Expected travel approximately 40-50% depending on business needs.

Note Disclaimer: Please ignore the salary range stated below.