As the global leader in high-speed connectivity, Ciena is committed to a people-first approach. Our teams enjoy a culture focused on prioritizing a flexible work environment that empowers individual growth, well-being, 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:
Identify & drive new business initiatives that increase Ciena’s market share and drive long-term, profitable growth for our Routing/Switching solutions for Enterprise customers.
• Develop strong customer relationships that negate competitive infiltration into accounts.
• Establish trusted relationships with key customers and account teams.
• Build & implement account / territory plans that best position Ciena to improve its revenue and margins in accordance with company expectations.
• Maintain industry knowledge of the competitive landscape.
• Work collaboratively in cross-functional teams to build winning sales, product, technical and marketing strategies.
General Activities:
• We are looking for you to identify and develop Routing/Switching networking solutions opportunities to influence and/or support Enterprise customer business strategies.
• Travel (or engage virtually) a significant amount of time in the US and/or Canada to build account team and customer relationships needed to execute business initiatives.
• Serve as a technical sales leader for Routing/Switching networking technologies providing guidance to account / territory sales teams to achieve business objectives.
• Identify and pursue new addressable markets and/or target customers in assigned territory.
• Identify, consolidate & prioritize feature requests for strategic solution sales opportunities while ensuring follow-up on innovations needed to create measurable impact on overall company progress/success.
Collaboration with partners:
• Collaborate with direct account teams to align Routing/Switching networking solution initiatives with partners to significantly increase category relevance while also providing advice to help focus sales efforts on active opportunities for efficient outcomes based on analysis of customer’s technical requirements and business goals.
• Collaborate, partner, and improve outcomes for all stakeholders including Sales and Systems Engineering, Global Alliances, Marketing and Global Product Groups (PLM) to drive long-term, profitable revenue growth for assigned solutions.
Areas of impact:
• Will be passionate about assigned accounts / territories that span across prominent enterprises.
• Role will contribute to Ciena’s Routing/Switching networking business in the Americas.
Must Haves:
• Demonstrated success and strong track record of winning Routing/Switching networking solution sales across multiple enterprise customers.
• Knowledge of Routing/Switching networking, Access & Aggregation, Data Center Interconnect, Campus Networking, AI, and other emerging Edge technologies.
• Self-starter, capable of “owning” assigned areas of responsibility and involving senior management for vital issues. Results-oriented, confident, motivated with honesty / integrity / ethics and having a sense of humor.
• Excellent presentation skills. Highly effective communication skills (verbal and written) when interacting with both technical and non-technical customers.
• Strong business and technical acumen. Strong problem solving and organization skills. Creative and innovative in approach to sophisticated solution sales and deal structure.
• Proven track record to build and maintain executive relationships (internally and with customers).
• Greater than 4 years of solution sales customer-facing experience, preferably within the networking industry Routing/Switching networking sales experience.
• Bachelor’s degree or equivalent years of experience.
• Experience with and clear understanding of target customers business drivers, objectives, and strategies.
• We are looking for this hire to be proficiency in the use of Salesforce.com for opportunity management and forecast reporting, along with related customer quotations.
The annual total target compensation pay range for this position is $218,600 – $361,100. This includes both base and incentive compensation.
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Pay ranges at Ciena are designed to accommodate variations in knowledge, skills, experience, market conditions, and locations, reflecting our diverse products, industries, and lines of business. Please note that the pay range information provided in this posting pertains specifically to the primary location, which is the top location listed in case multiple locations are available.
Non-Sales employees may be eligible for a discretionary incentive bonus, while Sales employees may be eligible for a sales commission. In addition to competitive compensation, Ciena offers a comprehensive benefits package, including medical, dental, and vision plans, participation in 401(K) (USA) & DCPP (Canada) with company matching, Employee Stock Purchase Program (ESPP), Employee Assistance Program (EAP), company-paid holidays, paid sick leave, and vacation time. We also comply with all applicable laws regarding Paid Family Leave and other leaves of absence.
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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.
