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:
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
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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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.