Consultant, Partner Account Manager

Ciena is committed to our people-first philosophy. Our teams enjoy a culture focused on prioritizing a personalized and flexible work environment that empowers an individual’s passions, growth, wellbeing and belonging. We’re a technology company that leads with our humanity—driving our business priorities alongside meaningful social, community, and societal impact.

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our Role  

We are looking for a highly motivated and talented Partner Account Manager who brings a strong track-record in reaching objectives, and is a results-oriented and creative value-builder. You  will be responsible for driving growth through System Integrators, indirect Value-Added Resellers and Distributors (VAR & VAD), and Solution Provider partner channels.

You  will interact regularly with existing partner executives and demonstrate a strong direct sales mindset supporting partners on relationship management with key accounts and possessing the ability to bring new sales opportunities to the table through your own personal network.

Your Responsibilities 

• Build lasting relationships with partners and increase spend with Ciena
• Plan sales strategies and work closely with marketing to raise awareness of Ciena and build a strong pipeline
• Ensure that targets are achieved
• Competently and knowledgeably advise partners on network solutions and services that best fulfill their customer requirements, undergoing full assessments and analysis of client needs
• Align Ciena portfolio within partner services and ensure partners sales teams are aware of positioning and benefits
• Negotiate pricing with partners to achieve sales in line with Ciena pricing policies and client requirements
• Conducting face to face channel meetings with partners and their clients
• Managing internal resource and interfacing with internal departments
• To achieve personal/career advancement goals in line with Ciena’s personal development programme
• Other duties:
• Accurate forecasting of anticipated sales is required, along with regular activity reporting
• Participation in planning and preparing marketing campaigns along with your own targeted campaigns
• Attending networking events

Minimum Qualifications

• Ability to build relationships and work effectively with and across all levels of a partners business
• Ability to interact with a set of multifunctional teams such as Systems Engineers, Sales, Field Marketing, Operations
• Able to work across multi-functions/multi-individuals to achieve desired results
• Strong partner-facing and relationship building skills
• Must be Native or bilingual  German speaker
• Self-starter who takes initiative and works with limited direction on core job responsibilities
• Highly trusted individual both internally and externally who maintains and expects high standards for self and virtual teams
• Excellent communicator, both written and spoken
• Effective presentation and communication skills
• Minimum of 3-5 years experience in Sales and Partner Sales in Enterprise and Service Provider markets driving Optical and IP Ethernet business
• Ability to understand and analyse customer requirements
• Ability to interact at senior levels of the partner companies
• Knowledge / Strong interest in the Telecom Industry