Director, AI Infrastructure Ecosystem Market Development

About the role

EXFO is seeking a highly connected, strategic market leader to expand its influence across the AI Infrastructure ecosystem. This APAC-focused role, with global influence, develops executive relationships, identifies emerging opportunities and connects market needs with EXFO's innovation, solution strategy and long-term growth priorities. The preferred location is Singapore; candidates based in Malaysia or Australia with strong APAC relationships and regional mobility are strongly encouraged to apply.

Key responsibilities

• Build strategic relationships with Hyperscalers, NeoClouds, data center operators, DCI builders, contractors, system integrators, submarine ecosystem stakeholders and Sovereign AI programs.
• Support executive engagement and the long-term development of priority strategic accounts alongside Global Account Managers and Regional Sales Leadership.
• Identify market gaps, investment priorities, technology shifts and emerging opportunities across Intra-DC, DCI, optical, submarine and AI infrastructure ecosystems.
• Act as a Voice of the Market, turning customer and ecosystem insights into recommendations for Business Units, Product Management, Market Strategy and Solution Strategy.
• Improve alignment and opportunity visibility across dedicated Intra-DC and DCI sales teams without taking direct account or short-term sales ownership.
• Influence technology and solution roadmaps through structured market feedback, executive engagement and ecosystem intelligence.

Required profile

• 10+ years of relevant experience in the data center ecosystem, optical networking, cloud or AI infrastructure, or submarine networks.
• Strong executive presence in the AI data center ecosystem and proven ability to build trusted senior-level relationships across complex technology ecosystems.
• Well-established APAC network, ideally spanning Hyperscalers, NeoClouds, data center operators, contractors, system integrators or infrastructure builders.
• Strategic, market-oriented mindset with strong market business development, ecosystem development and market intelligence capabilities.
• Ability to influence Sales, Business Development Managers, Business Units, Product Management and Strategy without direct authority.
• Excellent communication skills and willingness to travel across APAC and internationally.