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.


Consultant, Account Management

Why Ciena:

- We are big proponents of life-work integration and provide the flexibility and tools to make it a reality with remote work and potentially, part-time work.
- We believe an inclusive, diverse and barrier-free work environment makes for empowered and committed employees.
- We recognize the importance of well-being and offer programs and benefits to support and sustain the mental and physical health of our employees and their families and also offer a variety of paid family leave programs.
- We are committed to employee development, offering tuition reimbursement and a variety of in-house learning and mentorship opportunities.
- We know that financial security is important. We offer competitive salaries and incentive programs.
- Great work deserves recognition. We have a robust recognition program, with ongoing and enhanced awards for exemplary performance.

How You Will Contribute:
Reporting to the Account Director, as a Consultant, Account Management, you will be responsible for leading/owning key business accounts and managing the overall business relationship between the client, the sales organization, Ciena executive team, product marketing and product management.

You will be responsible for developing strong customer relationships that negate competitive infiltration into the account and builds customer intimacy and sales execution within all levels of the customer organization, including the ‘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.

What Does Ciena Expect of You?
- You’re a proven relationship builder - you know how to build trusted and long-term customer relationships quickly.
- Proven sales expertise - you know how to readily identify new business opportunities, close the deal and effectively manage regional, large and strategic accounts.
- Collaborator - you possess the ability to lead, direct and collaborate with global teams in a highly matrixed and cross-functional environment.
- Agility - you are readily able to manage competing and ever-changing account priorities and maintain a balanced and methodical approach to problem solving.
- Business acumen - you will have detailed knowledge of Ciena’s products, the competitive landscape and an in-depth understanding of sales cycle and stage requirements.
- Communication expertise - you can effectively tailor a message/articulate a value proposition to an audience to enable engagement at all levels of an organization, i.e., able to communicate a good blend of technology/networking trends, as well as an understanding of customer priorities and business outcome objectives as well as the business value of Ciena solutions.
- The ability to influence - you’re capable of working with internal stakeholders to drive decision-making and strategic thinking, and with external stakeholders to influence the adoption of Ciena solutions.
- A commitment to learning - you keep abreast of the market and competition and use that information to Ciena’s advantage.

The Must Haves:

- Business or Science/Engineering degree in a technical field or equivalent experience.
- Regional/ 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 with T1 and T2 Service Providers
- Knowledge of Ciena solutions and vision.
- Effective communicator (executive presence, synthesized messaging (+) strong written/verbal/visual/video/social skills)

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 regional and/