Offer summary

Qualifications:

Business or Science/Engineering degree in a technical field or equivalent experience., Major account/global account management experience., Extensive experience in system sales or system engineering or product management., Demonstrated knowledge of the competitive landscape and the regional business market..

Key responsabilities:

Lead and manage major business accounts and relationships with the Ciena executive team and clients.

Develop strong customer relationships to prevent competitive infiltration and ensure customer intimacy at the executive level.

Set strategy and tactics for sales objectives, prioritizing opportunities and overseeing the sales process.

Manage SFDC and provide weekly status reports and forecasting.

Job description

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.

How You Will Contribute:

As a Sr. Consultant, Account Management, you will be responsible for leading/owning major business accounts and managing the overall business relationship between the Ciena executive team, product marketing, product management and sales organizations and the client.

You will be responsible for developing strong customer relationships that negate competitive infiltration into the account, and provide customer intimacy at ‘C’ level

Your laser focus on execution and sales strategy, combined with your ability to maintain and expand opportunities in existing pipelines, will enable CIENA to maximize its revenue streams and margins in accordance with company expectations.
You will initiate and develop strong customer relationships at all levels to include executives and hold responsibility for direct sales activities requiring bookings/revenue/margin presentations at all levels of management.
You will play a key role in setting strategy and tactics for each specific sales objective, prioritizing sales opportunities and retaining overall responsibility for the sales and fulfilment process associated with the global activities.
You will be accountable for SFDC management along with weekly status/progress reports and forecasting.

The Must Haves:

Business or Science/Engineering degree in a technical field or equivalent experience.
Major account/global account management experience.
Extensive experience in system sales or system engineering or product management.
Demonstrated knowledge of the competitive landscape and the regional business market
Proven experience with complex sales methodology.
Detailed understanding of Ciena products and future portfolio.

Assets:

MBA and/or advanced technical degree.
Proven understanding of markets, including market segmentation and service providers.
Advanced knowledge of the competitive landscape and the L0-L3 network infrastructure, both hardware and software.
Software and Professional services experience.
Demonstrated understanding of large global account sales and ability to think strategically about new business opportunities, coupled with the ability to make sound – and tough – judgment calls.
Keen awareness of market intelligence with respect to competitors – in the USA and globally.
Budgetary assessment and planning experience to enable succinct forecasting at monthly and quarterly intervals.
Engage, expand and target our most strategic development accounts such as:
- Si Fi Family of Companies, AECON, Walmart, Lowes, Home Depot others.
Engage and drive specific Engineering and Consulting firms to expand ecosystem.
Work with resources internal and external to drive the Ciena brand across Fortune 50 accounts.
Build sales strategy to be used not only for this role, but for the overall business unit.
Drive partner engagements to become more opportunity specific and educate them to be a force multiplier.
Work across all Hubs in to drive nationwide model.

The annual total target compensation pay range for this position is $261,800 - $418,200 USD. This includes both base and incentive compensation.

#LI-WH1

#LI-Remote

Pay ranges at Ciena are designed to accommodate variations in knowledge, skills, experience, market conditions, and locations, reflecting our diverse products, industries, and lines of business. Please note that the pay range information provided in this posting pertains specifically to the primary location, which is the top location listed in case multiple locations are available.

Non-Sales employees may be eligible for a discretionary incentive bonus, while Sales employees may be eligible for a sales commission. In addition to competitive compensation, Ciena offers a comprehensive benefits package, including medical, dental, and vision plans, participation in 401(K) (USA) & DCPP (Canada) with company matching, Employee Stock Purchase Program (ESPP), Employee Assistance Program (EAP), company-paid holidays, paid sick leave, and vacation time. We also comply with all applicable laws regarding Paid Family Leave and other leaves of absence.

Not ready to apply? Join our Talent Community to get relevant job alerts straight to your inbox.

At Ciena, we are committed to building and fostering an environment in which our employees feel respected, valued, and heard. Ciena values the diversity of its workforce and respects its employees as individuals. We do not tolerate any form of discrimination.

Ciena is an Equal Opportunity Employer, including disability and protected veteran status.

If contacted in relation to a job opportunity, please advise Ciena of any accommodation measures you may require.

Required profile