Consultant, Account Management - Sales

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:

Develop and manage Reliance Jio account to grow revenue for CIENA India at appropriate margin levels. 

This individual will work closely with the Reliance Account leader, Pre-sales Engineering team, Operations teams and global support teams including product Line Management in developing and implementing comprehensive sales development strategies to ensure rapid and significant growth of revenue for the short and long term for the respective of the account.

Position requires an individual with strong techno-commercial capabilities, account strategy abilities, large system sales background, and a proven track record in winning deals within complex organizations. Individual must be highly motivated, have strong interpersonal skills. Person must be a strong team player able to influence supporters across multiple organizations. 
Responsibilities

• Track record identifying and closing multi-million dollar deals, including positioning solutions, developing comprehensive pricing and commercial strategies, and negotiating contracts.
• Proven ability to identify, understand, and manage relationships and decision making processes across complex organizations.
• Strong Technical background in Telecom industry

What Does Ciena Expect of You?

• Initiative – You’re a self-starter who works with limited direction and is committed to delivering against aggressive deadlines.
• Agility – You are readily able to make key decisions and manage competing and ever-changing account priorities and are largely driven by the software development process.
• Communication expertise – you have the ability to influence and tailor your message and ideas to the audience to ensure understanding and consensus.
• The flexibility to work independently and as part of a broader team – you thrive in a multi-disciplinary team environment, but are comfortable working independently as required.
• Relationship builder – With an ability to influence, you’re able to get work done through others.
• A commitment to innovation – you keep abreast of the market and competitive developments and are always keen to formulate new ideas and problem-solving.

The Must Haves:

• Proven ability to identify, understand, and manage relationships and decision-making processes across complex organizations
• Track record identifying and closing million-dollar deals, including positioning solutions, developing comprehensive pricing and commercial strategies, and negotiating contracts.
• Strong Technical background in Telecom industry
• Excellent presentation and communication skills
• Keen awareness of market intelligence with respect to competitors
• Support targeted account and regional sales efforts
• Establish a keen understanding of the customer’s business model – including deep knowledge of customer sales and marketing priorities and requirements.
• Work with extended CIENA team, including executive team, product marketing, product line management, and sales operations to achieve sales and revenue objectives.
• Drive direct sales activities requiring product presentations at all levels of Ciena and client organization. Develop thorough understanding of the Ciena product line, features and solutions

• Identify customers business objectives and leverage them to drive buying criteria

• Drive responses to RFPs, RFIs and quotes.

• Define, analyze, and communicate specific feature requirements to global teams.

• Solution sales experience

• Strong background in Optical, Data Networking and telecom operator service offerings and requirements.   

• Optical Networking Technology background required.

• Strong interpersonal skills.

• Strong presentation skills required.

• Self-starter, capable or ‘owning’ areas of responsibility and involving senior management for necessary issues.

• Demonstrated ability to operate in a matrix organization

Education / Experience

• 4-year degree (Technical or Business). MBA will be an added advantage for this role.
• 10+ years of Sales (Solutions Sales in B2B Environment), system engineering, product management or combination
• Strong gravitas and presence
• Highly motivated, a self-starter
• Ability to think strategically about new business opportunities.
• Ability to work and operate within a matrix organization
• History of successful service change/delivery sales engagements
• Ability to influence internal and external stakeholders in driving Ciena Consultative engagements

The individual is also responsible in 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

DESIRED CHARACTERISTICS

• 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 to assure success

• Highly motivated, ability to handle many competing priorities within multiple accounts

• Willingness to travel frequently.

Experience of working in Reliance Jio Account will be an added advantage.