Senior Sales Consultant

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.


Senior Sales Consultant Brazil and South Cone.

What will you do at Ciena?

Position requires strong sales, sales management background and strong account strategy across the different accounts in South Cone Region and Brazil. Must be able to operate quickly while handling competing priorities in a fast-paced environment. Must be an informed decision-maker. This position will report to a Sales Director Global Account.

The individual must have an understanding and experience of working with service providers, systems integrators, and global enterprises. Familiarity with IP Technology, SDN, Optical transport (Terrestrial/Submarine) and Data Center sales.

**Responsibilities**:
Develop and implement strategic regional account plan that best positions CIENA to maximize sales across the different countries under responsibility.
- Support local operation to increase sales funnel in each vertical from Headquarters for a strategic Global account.
- Lead and replicate success strategies in the different properties of the assigned Global Account.
- Responsible to meet/exceed sale orders target.
- Create and develop the regional plan to cover areas of interest in the assigned market.
- Must interface with numerous disciplines including and not limited to: Engineering, Planning, Sales, Procurement, CTO, Product, and Operations. Including CXO levels.
- Use technical and business means to build barriers to entry for competition.
- Advanced knowledge of the competitive landscape and the business market
- Drive new business for Ciena Portfolio under Global account responsibility.

General Activities
- Fostering relationships with current customers. Lead efforts for new customer acquisition and expanding business in the accounts
- Identify and develop customer sales opportunities for new verticals and existing customer base
- Develop in conjunction with Partners sales strategies by country and region when required
- Support and align commercial strategy across the region.
- Thorough understanding of the Ciena product line, features, and solutions.
- Ability to identify customers business objectives and leverage them to drive buying criteria
- Working knowledge of the competitive landscape and the regional business market
- Overall responsibility for the sales and fulfillment process associated with the regional activities

Collaboration with stakeholders
- Close collaboration with Sales Engineering and Product Solution teams for prospecting, lead qualification, product presentations, and local sales campaigns to build opportunity pipeline
- Develop relationships at all levels in a customer organization across Network Operations, Network Engineering, Network Planning and IT Groups
- Work with extended CIENA team, including executive team, product marketing, product line management, and sales operations to achieve sales and revenue objectives.

Follow up on Forecast and achievement of assigned Global account.

Create a product need in each market sector to achieve expected results.

Experience
- Experience in sales closure and CXO engagement in Global Accounts.

Experience creating a mid and long-term business need in regional bases.
- Experience in large scale solution sales and complex deal negotiating
- Proven experience negotiating, solutions-based sales with end-users.
- Experience and clear understanding of customers and regional business drivers, objectives, strategies.
- Extensive experience in Sales, Account Management, Sales Management, Business Acumen, Financial Expertise, and leadership skills.
- Strong interpersonal skills.
- Strong presentation skills.
- Utilization of CRM system for required forecast reporting

Experience in developing manage services and lead market strategy to develop new markets in each region.
- Self-starter, capable or ‘owning’ areas of responsibility and involving senior management for necessary issues.
- Management and leadership skills to drive regional activities to achieve business objectives
- Understand Telecom business models/drivers and market intelligence with respect to competitors and customer base
- Ability to prioritize, organize and operate in a fast moving, aggressive environment.
- Excellent analytical, collaborative and communications skills.
- Self-motivated, with exceptional discipline to work independently in order to assure success
- Highly motivated, ability to handle many competing priorities within multiple accounts.
- Creative and innovative approach to complex sales and deal structure
- Optical Networking & IP Technology background required.
- Willingness to travel frequently
- Experience