National Security Sales Lead

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.

NATIONAL SECURITY SALES LEAD  

The ideal candidate is a seasoned, solution driven sales leader with a strong determination to build and lead a successful, high-performance sales team in the National Security market. This individual will be responsible for constructing and executing a strategy and execution plan to exceed the team’s annual target. This leader will also work with a wide range of CGSI and Ciena executives and leaders in the construction and execution of that strategy and execution plan. Success will be determined by a robust and growing National Security Business.

DIMENSION & SCOPE:

Responsibility for building and leading a high-performance and successful National Security Sales Team which drives new business; achieves/exceeds strategic and revenue targets; ensures customer satisfaction; and works in a transparent and collaborative fashion.  

SPECIFIC RESPONSIBILITIES

Lead a high-performance sales team which drives opportunity and revenue into targeted National Security missions, offices and programs  

• Disrupt the market and enable the customers’ mission with leading edge solutions and services
• Meet or exceed annual revenue quota
• Construct and execute an annual Growth Strategy and Execution Plan
• Identify, prioritize and close key deals and strategic opportunities
• Mentor and support all members of the account team in strategic and day to day activities

• Cultivate strong executive, mission and business relationships with National Security customers and strategic partners
• Identify and develop sales and marketing campaigns targeted at specific National Security customers, partners and programs
• Develop a sustainable and scalable revenue base among new customers.
• Provide periodic status reports and assessments on progress and needed support for the strategy and execution plan
• Provide accurate and reliable business and deal forecasting
• Maintain effective budgetary controls of expenses

REQUIRED SKILLS

• Self-motivated, with the ability to lead sales teams and grow business

• 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
• TS-SCI Security Clearance a Must 

Education and Experience

• Minimum 10 – 15 years demonstrated success in National Security Sales Leadership in Networking Hardware, Software and/or Services
• Direct experience selling or working in the US National Security Market

The annual total target compensation pay range for this position is $297,100 - $490,900.  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.