Consultant, Account Manager (Sales) - Service Provider Account || Location: Hyderabad

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.
Not ready to apply? Join ourTalent Communityto get relevant job alerts straight to your inbox.

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:

• Account Management/Sales to the most significant Telecom Operator in West India.

• Overall account management including the creation and execution of the strategic account plan, goal obtainment and revenue growth.

• Lead overall account strategy and matrix management of sales, services and other resources to ensure value-added benefits and deeper/wider reach into the customer segment.

• Driving on-site customer engagements, managing executive and Working level relationships

• Leading Existing project fulfilment working closely with delivery and services organization.

• Should take a consultative approach to selling and work toward a trusted advisor status serving as the executive contact across the customer on behalf of CIENA, communicating CIENA s unique value.

• Set the account strategy that drives new CIENA revenue through the ownership and implementation of an actionable, business-outcome based account plan.

Key Responsibilities:

• Help develop strategic joint go to market plans and helps in developing and growing successful partnerships with these customers.

• Manage tactical business while investing in larger, longer term strategic opportunities.

• Maintain high touch & trusted advisor status with the customer establishing trust.

• Maintain operational command of the business through forecast accuracy and demand generation.

• Act as an inspired leader for a large extended team of direct/virtual resources to ensure consistent and effective team engagement and ensuring optimal usage of resources across management, supporting and partner organizations

• Prioritize various sales opportunities.

• Responsible for weekly status/progress and forecast reports

• Work with extended Ciena team, including Executive team, product marketing, product management, and sales operations to achieve sales and revenue objectives

• Thorough understanding of Ciena products and future portfolio

What Ciena Expects of You:

• Relationship Building: Proven ability to build trusted and long-term customer relationships quickly.
• Sales Expertise: Proven track record in identifying new business opportunities, closing deals, and effectively managing regional, large, and strategic accounts.
• Collaboration: Ability to lead, direct, and collaborate with global teams in a highly matrixed and cross-functional environment.
• Agility: Ability to manage competing and ever-changing account priorities with a balanced and methodical approach to problem-solving.
• Business Acumen: Detailed knowledge of Ciena’s products, competitive landscape, and an in-depth understanding of the sales cycle and stage requirements.
• Communication: Ability to effectively tailor messages and articulate value propositions to engage audiences at all levels of an organization.
• Influence: Capable of influencing internal and external stakeholders to drive decision-making and the adoption of Ciena solutions.
• Commitment to Learning: Keeping abreast of market trends and competition to leverage information to Ciena’s advantage.

The Must Haves:

• Education: Business or Science/Engineering degree in a technical field or equivalent experience.
• Track Record: Proven experience in Telecom Sector specially in the Transport domain (IP and Optical)
• Sector Knowledge: Sound understanding of Telco business and technologies.
• Sales Experience: Minimum 10-12 Years experience in sales/presales.
• Communication Skills: Effective communicator with strong written, verbal, visual, video, and social skills. Good competence in Excel/PowerPoint.
• Deal Closure: Proven ability to close multi-million-dollar deals, including positioning solutions, developing pricing and commercial strategies, and negotiating contracts.
• Technical Knowledge: Strong background in Optical and Data Networking and telecom operator service offerings and requirements.
• New Business Development: Ability to prospect and drive new business in assigned territories.
• Proposal Management: Experience in driving responses to RFPs, RFIs, and quotes.

Assets:

• Advanced Degrees: Bachelor’s degree in technology along with an MBA or advanced technical degree.
• Market Understanding: Proven understanding of market segmentation, enterprise business, and government sectors.
• Leadership Skills: Demonstrated management and leadership skills to drive activities to achieve business objectives.
• Analytical Skills: Excellent analytical, collaborative, and communication skills.

Location: Hyderabad.