Consultant - Account Management - Routing & Switching

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.

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, RSU’s (job level specific) and an employee share option purchase program. 

• We realize time away to recharge is non-negotiable.  We offer flexible paid time off! 
• Great work deserves recognition. We have a robust recognition program, with ongoing and enhanced awards for exemplary performance. 

How You Will Contribute: 
Reporting to Director Account Management, as a Consultant Sales, you will be responsible for leading/owning major 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 develop and manage North India Telco accounts to grow revenue for CIENA India at appropriate margin levels
• You will need work closely with the Account Leader, Pre sales/Projects/Operations/Global support & teams in developing comprehensive strategies to ensure rapid and significant growth of revenue for the short and long term
• You will require strong techno-commercial capabilities, account strategy abilities, large system sales background, and a proven track record in winning deals within complex organizations
• You will be highly motivated, have strong interpersonal skills. Person must be a strong team player able to influence supporters across multiple organizations
• You will be working with the system engineering teams for System Engineering issues (network design, response to RFX’s, customer presentation, product/feature requirements) assessment of product features, providing input on prioritization, including both tactical and strategic plans, in close collaboration with Bharti Account Leader

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 y 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: 

• Regional/ major account/global account management experience. 
• Extensive experience in Routing & Switching, IP/MPLS telecom equipment sales.

• Demonstrated knowledge of the competitive landscape and the regional business market 
• Proven experience with complex sales methodology. 
• Effective communicator (executive presence, synthesized messaging (+) strong written/verbal/visual/video/social skills) 
• Track record of closing multi-million dollar deals, including positioning solutions, developing comprehensive pricing & commercial strategies, and negotiating contracts.
• Proven ability to identify, understand, and manage relationships and decision-making processes across complex organizations
• Drive Sales activities requiring Techno-commercial presentations at all levels of Ciena and client organization.
• Strong background in Optical and Data Networking and telecom operator service offerings and requirements.

Assets: 

• MBA and/or advanced technical degree. 
• Proven understanding of markets, including market segmentation and service providers. 
• Demonstrated understanding of regional and/ or major 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 India and globally. 

• Budgetary assessment and planning experience to enable succinct forecasting at weekly. monthly and quarterly intervals as required
• Management and leadership skills to drive activities to achieve business objectives
• Ability to prioritize, organize and operate in a fast moving, aggressive environment
• Excellent analytical, collaborative and communications skills
• Highly motivated, ability to handle many competing priorities within multiple accounts
• Willingness to travel.

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