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Consultant, Sales (Account Manager)

Global Customer Engagement (Sales)

Scope of Responsibilities

Ciena Interconnects is an emerging business segment driven by a highly specialized sales team supported by senior dedicated PLM, Solution Architects, and Engineering resources.

Seeking a solutions-driven Account Manager for Ciena optical components and related technologies that are integrated into optical system OEMs and ODMs solutions, supporting the data center, access, and core network domains. Sales will be predominantly to and through OEMs, ODMs, and indirect channel and distribution partners.

The ideal candidate will have prior experience selling high-performance electro-optic assemblies and modules in the data center, switch-router, and transport product segments and will have a working knowledge of indirect and direct sales business models.

This individual will focus on strategically targeted customer segments and accounts identified by management. This position will support the sales effort and initiatives regarding account management, customer relationships, and sales forecasting.

The Ciena Interconnects Associate Account Manager will support global growth through direct and indirect channels. The role reports to the Senior Consultant of Ciena Interconnects Sales in the Global Customer Engagement organization.

Specific Responsibilities

• Lead with the ability to crisply articulate (both verbally and in presentations) Ciena's strategic value as a technology partner to various OEM and ODM partners as assigned.

• The proven ability to execute against a sales plan to drive business to closure.

• Interact as required with OEM customer sales and supporting organizations to train and drive solution sales to their end users.

• Build relationships at various organizational levels with customers and within Ciena.

• Engage Ciena resources as required, including the leadership team, product marketing, product management, sales operations, and finance, to drive the attainment of operational objectives.

• Develop new business for emerging technologies.

• Develop strategic business plans for the targeted customer base with the support of sales leadership.

• Expansive knowledge of Ciena and/ or industry component technologies, including determining the best solution to support customer development and solution objectives.

• Provide tactical and strategic guidance to the company in developing Ciena's response to customer requests and opportunities.

• Performs other duties as assigned.

• 35% Domestic and International travel.

Candidate Profile

• What Does Ciena Expect of You?

• Sales expertise - the ability to leverage existing customer knowledge and relationships to close the deal.

• Innovation - capable of taking ideas from conception through implementation.

• Agility - readily able to manage competing and ever-changing account priorities.

• Leadership by example - sets the bar high, takes initiative, and holds self and others accountable to deliver.

• A sense of urgency - what's important to the customer (internal and external stakeholders) is equally important to you.

• Collaborator - leverages relationships to understand current business, available and future products, Ciena's investment strategies, and competitive differentiators.

• Communication expertise - the ability to tailor a message or articulate a value proposition to an audience to enable engagement at all levels of an organization.

• A commitment to learning - keep abreast of the market and competition and use that information to Ciena's advantage.

Required Skill Set

• Strong understanding of B2B account sales and ability to think strategically about new business opportunities.

• Ability to evaluate prospective customers mindful of resource requirements, likelihood of success, long term relationship potential, opportunity value and timing.

• When required, the ability to act solely in customer engagements for both business and technical topics.

• Ability to make sound judgments in a timely fashion.

• Technical background in the telecom components industry

• Background in DWDM and/or PON a plus

• A general understanding of Standards Bodies and their impact on Ciena business

• Excellent presentation and communication skills

• Keen awareness of market intelligence with respect to competitors

• Budgetary assessment and planning to include forecasting.

• Gain an understanding of Salesforce for required forecast reporting, contact, and meeting notes management (CRM)

Desired Characteristics

• Highly motivated, strong interpersonal skills, ability to handle many competing priorities.

• Strong leadership skills

• Ability to quickly evaluate account opportunities and set direction.

• System and subcomponent orientation

• Detail-focused with strong follow-through

• Strong collaborative mindset and team focus

• Ability to prioritize, organize, and operate in a fast-moving, aggressive environment.

Education / Experience

• 4-year degree (Technical or Business) and/or relevant work experience

• Master's degree a plus, but not required.

• 5+ years of component sales, system engineering, product management, or combination preferred.

• 10+ years in direct or specialty sales with the technology sector in components sales, system engineering, product management, or in combination

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