Service Sales Consultant

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.

POSITION SUMMARY:

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 a customer facing Service Sales Consultant supporting the Global Cloud Networking (GCN) vertical, the ideal candidate requires a strong understanding of current and future trends in Services and Operations related, but not limited to network hardware, packet-optical integration, network software, and customer applications in the Cloud Networking ecosystem. The candidate must be able to perform technical oversight internally to ensure Ciena's service offering direction aligns with customer needs and engage with customer personnel from Engineering to C-Level Executives. This candidate must have a complete understanding of the full lifecycle of the network and software stacks of the equipment, operations, planning, facilities, services and assurance mechanisms in our customer environments. The candidate must have knowledge of all areas of network architecture and engineering. This includes data center and regional fabrics, data center and regional aggregation, edge/peering, and core networks

This position is based in North America. This position will require travel to visit GCN customers that are primarily based in the US, with occasional international travel, and travel to Ciena R&D headquarters in Ottawa, Canada.

ESSENTIAL DUTIES AND RESPONSIBILITIES

• Responsible for Committed Services, Advanced Services, and Managed Services Sales and the associated bookings, margin, and revenue targets in assigned accounts.
• Gain consensus to new services and sales strategy from Account Teams and Services leaders
• Detect, qualify and conduct the bids for new services opportunities.
• Engage as the primary point of contact on all aspects of Ciena's services within assigned accounts.
• Develop and build effective internal relationships across multiple fields to ensure Ciena Services success.
• Ensure alignment between Ciena Sales and the Service Delivery teams to increase customer happiness resulting in further business and service growth.
• Mitigate driven threats with thoughtful and comprehensive defend and charge strategies.
• Qualify the most appropriate routes to Customer spend and technology decision making - Direct and Indirect
• Provide 'cross business' insight to the decision, buying and delivery strategy for Ciena portfolio solutions.

SKILLS

• Extensive knowledge on transport, metro & access, and associated services across Telecom, IT, and Web sectors.
• Strong Complex Sales ability - proven success with orchestrating multi-million dollar sales campaigns.
• Ability to push self/others to meet challenging deadlines; consistently demonstrates sense of urgency towards achievement of results.
• Ability to set and promote outstanding performance against stretched targets.
• Ability to measure and supervise key business results and processes against set targets and against the competition.
• Budgetary assessment and planning to include forecasting
• Strong understanding of Ciena's products and technologies.
• Excellent presentation and social skills
• Professional sales, business analysis of sales cycles and their influences
• Ability to understand the implication of various technologies within the customer environment
• Effective interpersonal skills that can both persuade and influence decision making and critical thinking.
• Strong familiarity with Microsoft Excel and Powerpoint
• Construction of product feature requirements, epics and user stories
• Problem solving and communication skills
• Time management skills; ability to plan, prioritize, execute & follow-up
• Professionalism in attitude, conduct, and appearance

• Ability to build strong relationships and construct a long-term services strategy
• Strong technical expertise and desire to learn new technologies
• Must be able to work collaboratively with Ciena R&D, Engineering and PLM
• Excellent organizational skills due to dynamic nature of activities
• Superior verbal and written communication skills

EDUCATION and RELEVANT EXPERIENCE

• Bachelor's Degree (CS, EE), or equivalent experience, required
• 7+ years of experience in telecommunications or content/cloud provider environments
• Experience with SDN technologies such as OpenFlow or OpenStack.
• 7+ Experience in networking, DWDM, CWDM, IPv4, IPv6 Networking protocols (routing, switching, security, VLANs, ACLs, QoS).
• Software/Network Engineering or Product Management/Development background preferred

The annual total target compensation pay range for this position in California is $222,500 - $355,500. This includes both base and incentive compensation. (For Sales roles that are TTC in the Salary Range Tool)

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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