What will you do at Ciena?

As a member of the Ciena Strategic Solution Sales team,the candidatewill manage and lead sales plans for strategic accounts that are focused on delivering comprehensive packet networking solutions focused on expanding existing opportunities and acquiring new customers to drive revenue growth. Position requires strong account strategy, packet & IP networking solution sales background. Highly motivated, strong interpersonal skills, ability to handle many competing priorities within customer accounts. Strong focus on winning new business and expanding opportunities in existing accounts across Ciena's North American region for Packet Networking solutions.

Location for this hire is Philadelphia or New Jersey.

Responsibilities

• Responsible for developing strong customer relationships that negate competitive infiltration into accounts.
• Establish trusted relationships with key customers and account teams.
• Identify & Drive new business initiatives that increase Ciena's market share and drive long-term growth for the Packet Networking portfolio.
• Build and implement account / territory plans that best positions Ciena to maximize its revenue streams and margins in accordance with company expectations.
• Maintain industry knowledge of the competitive landscape.
• Work collaboratively in cross-functional teams to build winning sales, engineering and marketing strategies.

General Activities

• Identify & Develop packet solution sets which influence and/or support customer business strategies.
• Serve as a technical leader for packet technologies providing technical guidance to the account / territory sales teams to achieve business objectives.
• Lead in the preparation of quotes, RFX's and forecasts, assisting in the development of pricing strategies and incentives to win business.
• Identify new addressable markets and/or vertical market segments.
• Identify & Consolidate feature requests for strategic sales packet networking projects/opportunities, providing input on prioritization and providing feedback to product and development organizations. Follow-up to these innovations from development through implementation to create measurable positive impact on overall company progress/success.
• Travel a significant amount of time in the U.S. & Canada to engage and build account team and customer relationships and execute on new business initiatives.

Collaboration with stakeholders

• Collaborate with direct account teams in order to align packet initiatives to substantially increase packet relevance in the region or account; while also providing advice to help focus the sales efforts in the opportunities with highest success probabilities based on technical analysis of customer's requirements and business goals.
• Collaborate, partner and leverage all stakeholders including Sales and Systems Engineering, Global Alliances, Marketing, and Global Product Group (Packet Networking and Services PLM) to drive long-term revenue growth for packet solutions.

Experience

• Self-starter, capable or owning' areas of responsibility and involving senior management for necessary issues. Results oriented, confident, motivated with honesty / integrity / ethics.
• 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 approach to complex sales and deal structure.
• Strong interpersonal skills, ability to handle many competing priorities.
• Requires 50% US and Canada travel.
• Ability to build and maintain executive relationships internally and externally.
• Honesty/Integrity/Ethical/Trust, motivated, good communicator verbal and written, sense of humor, confidence, results oriented.
• Bachelor's degree or equivalent relevant years of experience.
• Greater than 4 years of sales, sales engineering, customer facing experience, preferably within the networking vendor industry with packet networking & IP networking experience.
• Proven success and strong track record of winning packet networking sales.
• Experience with / Clear understanding of Tier 1 & Tier II carrier business drivers, objectives and strategies.
• Experience / Understanding of Salesforce.com for opportunity management and forecast reporting.
• Knowledge of SDN, NFV, Packet Network, Optical Networking, Data Center Interconnect, Wireless Networking and emerging technologies.

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