Account Manager Data Center and Emerging Content Team

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.

This hire can be located Remote in the United States

How You Will Contribute

Ciena Corporation, the network specialist, offers leading network infrastructure solutions, intelligent software and a comprehensive services practice. Our solutions form the foundation of many of the largest, most reliable and sophisticated Internet content provider, service provider, enterprise, government, and research and education networks across the globe.

As the customer facing Account Manager for the Data Center & Emerging ICP Team, the ideal candidate requires a strong understanding of Ciena products and customer applications. This Account Manager will target leading Global Data Center Operators and Emerging Cloud/Content players working closely with an exceptional Sales Engineer. This sales team will grow our existing business with a named set of accounts and also be expected to prospect and expand our business by acquiring new accounts within the Global Footprint to generate maximum revenues for Ciena at the appropriate margin levels. This role requires a strong focus on winning new business, introducing innovative solutions and the ability to maintain while expanding opportunities in existing footprint.

Position requires strong account strategy, business acumen and technical system sales background to successfully position and win opportunities within the new company’s long-haul, metro, & data networks. Technical knowledge of optical transport, control plane and data networks is mandatory. Expertise in SDN, cloud and data center networking concepts and principles, specifically current trends in AI is preferred.

The ideal candidate is highly motivated, with strong interpersonal & management skills, presentation skills and the ability to handle many competing priorities within customer accounts. Ability to direct activities of a Sales Engineers to ensure delivery of network recommendations, designs, and quotes. Must be a strong collaborator and build a virtual team of support across multiple internal disciplines/ functions.  Must be able to drive effective communications with all levels of the customer hierarchy from project engineers through the C-Suite.

This position is based in North America.       

The Must Haves

• Responsible for devising and executing Sales strategy to meet/exceed sales quota
• Responsible for managing customer accounts with presence in NA, EMEA, CALA and APJ
• Establish an in depth understanding of the global Data Center Operator business models
• Establish an in depth understanding of global Content Delivery operator networks and business models
• Establish strong knowledge of Ciena’s Optical portfolio
• Work with extended CIENA team, including executive team, product marketing, product management, and sales operations to achieve Sales and Revenue objectives.
• Responsible for direct sales activities requiring product presentations at all levels of management
• Ability to coordinate and interact with multiple organizations within Ciena
• Ability to identify customers business objectives and leverage them to drive buying criteria
• Working knowledge of the competitive landscape and the regional business market
• Overall responsibility for the Sales and Fulfillment process associated with the regional activities
• Provided accurate sales forecasting

• defining and implementing the go to market sales strategy which includes managing all customer interaction, driving solution level sales, and engaging key influencers and decision makers
• Develop and implement short, medium and long-rage go-to-market sales objectives and business plans to drive growth

• Possess the ability to set and promote superior performance against stretched targets and be unwilling to settle for past or current levels of performance
• Extensive experience in Sales, Account Management, and Sales Management
• Extensive experience with Data Center Operators, Cloud and Content Networks
• Strong Technical Acumen including proficiency in Optical Networking.  Must have knowledge of Layer 2 and Layer 3 networking.  Must be self-reliant in handling technical customer discussions
• SFDC proficiency
• Proficiency in deal making; strategic and creative thinking
• Strong interpersonal skills.
• Strong presentation skills required
• Management and leadership skills to drive regional activities to achieve business objective
• Ability to prioritize, organize and operate in a fast moving, aggressive environment.
• Excellent analytical, collaborative, communications, and interpersonal skills.
• Self-motivated, with exceptional discipline to work independently to assure success
• Strong interpersonal skills, ability to handle many competing priorities within multiple accounts
• Willingness to travel 40-60% of the time
• Highly motivated, strong interpersonal skills, ability to handle many competing priorities
• Ability to quickly evaluate sales/business opportunities and set direction
• Detail focused with strong follow through
• Ability to prioritize, organize and operate in a fast moving, aggressive environment
• Must be aggressive self-starter with results-oriented and customer success mindset 
• Keen awareness of market intelligence with respect to competitors
• Budgetary assessment and planning to include forecasting
• 8+ years system sales, system engineering, product management or combination preferred
• Bachelor’s Degree (CS, EE), or equivalent experience, required

• Master’s Degree, preferred

The annual pay range for this position in California is $247,200 - $408,500 USD

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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.

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