Advisor, Commercial Management

Since 1992, Ciena has been driven by a relentless pursuit of network innovation. We believe in a network that grows smarter, more agile, and more responsive every day. This means that when you digitally interact in your world - picking up the phone, streaming video, texting a friend or loved one - your interactions are being enabled by Ciena technologies. Ciena makes your social / entertainment / business existence REAL.
We are looking for a Sr. Commercial Manager based in Sao Paulo, Brazil to support the Americas/CALA region.
The position will be part of the Americas Business Operations team within the global Finance organization.
Great opportunity to boost your career in a dynamic and innovative tech leading company.
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The position will take an independent role in assisting the Sales organization and regions with accurate and timely support during the entire sales cycle and throughout the company's internal business approval process.
The Commercial Manager primary responsibility is to ensure sales opportunities are aligned to Ciena Commercial guidelines, provides guidance to the Sales Team, and works on the approval submission of any exception to the Ciena Commercial guideline process. However, this is not a Sales role.
The Commercial Manager is part of the global Finance organization and acts as Ciena Corporate advocate in the region.
This role requires significant teamwork across multiple organizations including Engineering, Sales, Accounting, Treasury, Legal, Services, etc.
ESSENTIAL DUTIES AND RESPONSIBILITIES
The Commercial Manager is a role with two primary responsibilities:
Provides support to the Sales Teams to achieve its goals. Acts as a Corporate advocate to align the Commercial agreements to Ciena Corporate objectives and strategy in the region.
- Manages and responds to requests from the Sales Organization in a timely manner and is able to work with tight customer deadlines.
- Facilitates Proposal / Quote content development, ensuring that all final responses are properly approved.
- Is a Subject Matter Expert and owns compliance to Ciena's internal processes and governance as relates to bid activity and contract negotiations for a region or set of customer accounts.
- Prepares profit/loss (P&L) analysis in accordance with Ciena Corporate guidelines for all opportunities requiring approvals based on Ciena's governance requirements.
- Understand business impact of the opportunities to Ciena's corporate plan within the region or set of accounts supported and challenges the Sales organization providing guidance related to better positioning of pricing strategies and Ciena's commercial solutions.
- Provides risk assessments and mitigation to all supported commercial transactions and ensures that any exposures are captured within P&L analysis and approvals of the business opportunities.
- Leads for the Sales team the internal approval process requirements for contract engagements and negotiations.
- Provides support to Sales on the interactions with customers' procurement and legal organizations during the contract negotiation process.
- Knowledgeable on Revenue recognition requirements and impacts through the engagement in all commercial transactions.
- Analyze and highlight to upper management and cross functional teams non-standard terms and conditions content within RFXs and contracts for internal evaluation and approval and influences the positioning of Ciena's response.
- Interfaces and influences the internal cross functional teams as relate to deal management when required such as Operations, Services, Finance, Legal etc.
SKILLS
- Robust Analytical skills
- Detailed-oriented
- Solid organizational skills
- Great interpersonal skills
- Team player and "problem solver" attitude.
- Strong communication skills.
- English and Portuguese proficiency is mandatory. Spanish is a plus.
- Able to own the management of multiple projects simultaneously
- Able to manage time effectively and work under tight deadlines
- Able to work and communicate effectively with a virtual team across multiple geographies and time zones.
- Works with a certain level of independence and mínimal supervision
- Knowledgeable in Corporate Finance (i.e. cost and revenue recognition accounting principles and P&L analysis,).
- Contract negotiations skills/expertise.
- Strong knowledge of Windows, Excel, PowerPoint, and Word. Power BI, Tableau, Salesforce, Oracle are a plus.
DESIRED CHARACTERISTICS
- Energetic and willing to work flexible hours (for some late weekday hours and occasional weekends/holidays)
- Self-motivated
- Ability to work under pressure.
EDUCATION AND/OR RELEVANT EXPERIENCE
- Bachelor's degree in finance, Business or Engineering or relevant work experience
- At least 4-6 years' experience in commercial management area or related roles.
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