Director, Federal Sales Integrators (FSI)

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.

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You know what your ideal career looks like: a competitive salary, freedom to live your life as you like, and recognition for your accomplishments—all in an inclusive and diverse people-first environment. Our success is driven by a supported, thriving team; this is why Ciena upholds these benefits for all our employees. Ciena empowers you with flexible paid time off, reimbursed and in-house development resources, support for mental and physical well-being, and assets you may need to attain your goals both at and away from work.

How You Will Contribute:

The Director, FSI Business will lead both strategy development and aggressive execution for scaling CGSI business with a targeted set of Federal Systems Integrators. The focus of this strategy/execution is for CGSI to leverage its footprint, insight and influence - along with Ciena Hardware, Software and Services, to design, develop, sell and deploy unique and compelling mission design architectures, solutions and services built on and around Ciena Platforms and Services with targeted FSI's. The main objective is to utilize the depth, reach, contracts and capabilities of the FSI's to materially increase the CGSI near term and long term opportunity space, bookings ad revenue.  The Director, FSI Business will report directly to the VP and GM of CGSI and work closely and collaboratively with the CGSI Leadership Team, the CGSI Partner Manager and the appropriate Ciena executives and business units.

What Does Ciena Expect of You?

• Initiative – you’re a self-starter who works with limited direction and is committed to delivering thoughtful, relevant and actionable insights.
• Agility – you are readily able to make key decisions and manage competing and ever-changing account priorities.

• Communication expertise – the ability to influence and tailor your message and ideas to the audience to ensure understanding and consensus.
• The flexibility to work independently and as part of a broader team – you thrive in a multi-disciplinary team environment, but are comfortable working independently as required.
• Relationship builder – with an ability to influence, you’re able to quickly develop trusted connections and influence outcomes. Become a “trusted advisor” for the team, with our account executives and most importantly key external customers and researchers.

The Must Haves:

• Minimum 20 – 25 years demonstrated success in National Security Sales Leadership in Networking Hardware, Software and Services
• Deep experience understanding customers drivers and requirements and designing and developing solutions and services to meet those drivers and requirements
• Direct experience selling to, or working in, the US National Security Market
• TS-SCI Security Clearance a Must
• Deep experience with Federal Systems Integrators, optimal to have had an executive or leadership role with at least one Federal Systems Integrator or Service Provider  

Assets:

• Experience in selling network hardware, software and services. Success in the following is a plus: optical Networking, IP/ethernet, packet, automation/software, professional services, etc.

• Demonstrated leadership, technical understanding, customer and staff relationships, sales strategy, etc.
• Excellent written, verbal and presentation skills

• Deep understanding and strong relationships in the National Security market
• Excellent analytical and interpersonal skills.

• Ability and track record of building and leading high-performance sales teams
• Experience working with and messaging to Corporate Executive Leadership

Compensation and Benefits

The annual pay range for this position is $255,300 - $421,800

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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