Partnerships Manager

Main locations: Quebec, Quebec, CA Ville Saint-Laurent, Quebec, CA Job Type: Full-time Workplace type: Hybrid Offer number: 5146

EXFO develops smarter test, monitoring and analytics solutions for the global communications industry. We are trusted advisers to fixed and mobile network operators, hyper-scalers and leaders in the manufacturing, development and research sector. They count on us to deliver superior visibility and insights into network performance, service reliability and user experience. Building on over 35 years of innovation, EXFO’s unique blend of equipment, software and services enable faster, more confident transformations related to 5G, cloud-native and fiber optic networks.

Since our beginnings in 1985, diversity has been one of EXFO's core values, fostering an inclusive corporate culture. We welcome people with a wide range of skills and experience into a culture that values innovative ideas, teamwork, and a customer- and market-focused approach. We seek the active contribution of everyone, with respect for the individual, the environment and the community. This is how we fulfill our purpose: to ensure the connected world meets the highest expectations, to bring together people, communities and businesses.

Role Summary: We are seeking a highly motivated and strategic leader to spearhead our partnerships strategy within the product management organization. This role will focus on identifying, developing, and managing strategic partnerships with industry players—including technology vendors, ecosystem partners, and service providers—to increase our go-to-market impact, enhance our solution offerings, accelerate innovation, and better meet evolving customer needs This role will require strong cross-functional collaboration with Sales, Marketing, Product & Solution Management, and R&D to ensure partnerships align with product roadmaps and go-to-market strategies
Key Responsibilities:

• Define and execute the overall partnerships strategy in alignment with product and corporate objectives

• Identify, evaluate, and prioritize potential partners that can add value to our telecom test equipment portfolio and customer offerings

• Develop business cases, value propositions, and integration strategies for partnerships

• Serve as the primary point of contact and relationship owner for strategic partners

• Work with product teams to define joint solutions, technical integrations, and co-innovation initiatives

• Collaborate with sales and marketing to ensure partner-based solutions are positioned and promoted effectively

• Monitor partnership performance and ensure mutual value realization through KPIs and regular reviews

• Negotiate and manage partnership agreements with legal and executive support

• Stay current on industry trends and the competitive landscape to uncover new partnership opportunities

Key Requirements:

• Bachelor’s degree in Engineering, Business, or a related field; MBA or equivalent is a plus

• 7–10+ years of experience in product management, business development, strategic alliances, or similar roles in the networking or test equipment industry

• Proven track record of successfully developing and managing technology partnerships

• Strong understanding of telecom technologies, trends, and ecosystem players

• Excellent interpersonal, communication, and negotiation skills

• Ability to navigate complex cross-functional environments and influence without authority

• Strategic thinker with the ability to translate high-level goals into actionable plans

• Comfortable working in a dynamic, fast-paced, and innovation-driven environment

Nice to Have:

• Experience working in or with R&D teams on joint development initiatives

• Background in B2B enterprise or service provider solutions

• Familiarity with standards bodies, open-source communities, or industry consortia

EXFO is an equal opportunity employer

Diversity is an asset that has made EXFO strong since its inception because it enriches us. For more information about diversity and inclusion at EXFO, read our DEI Statement.

For positions located in Quebec, the language requirement is French. However, in the context where the incumbent evolves in an international work environment and where the activities take place mainly outside Quebec, we favor bilingualism as a linguistic requirement.

Do you have questions about this career opportunity or our hiring process? Contact us at [email protected] or, if you are applying for a job located in Mexico, at [email protected].

Thank you for your interest in EXFO!