Consultant, Account Manager (Sales) - Service Provider Account || Location: Hyderabad

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.

Why Ciena: 

• We are big proponents of life-work integration and provide the flexibility and tools to make it a reality with remote work and potentially, part-time work.
• We believe an inclusive, diverse and barrier-free work environment makes for empowered and committed employees.
• We recognize the importance of well-being and offer programs and benefits to support and sustain the mental and physical health of our employees and their families and also offer a variety of paid family leave programs.
• We are committed to employee development, offering tuition reimbursement and a variety of in-house learning and mentorship opportunities.
• We know that financial security is important.  We offer competitive salaries and incentive programs, RSU’s (job level specific) and an employee share option purchase program.
• We realize time away to recharge is non-negotiable.  We offer flexible paid time off!

Great work deserves recognition. We have a robust recognition program, with ongoing and enhanced awards for exemplary performance.

How You Will Contribute:

• Account Management/Sales to the most significant Telecom Operator in West India.

• Overall account management including the creation and execution of the strategic account plan, goal obtainment and revenue growth.

• Lead overall account strategy and matrix management of sales, services and other resources to ensure value-added benefits and deeper/wider reach into the customer segment.

• Driving on-site customer engagements, managing executive and Working level relationships

• Leading Existing project fulfilment working closely with delivery and services organization.

• Should take a consultative approach to selling and work toward a trusted advisor status serving as the executive contact across the customer on behalf of CIENA, communicating CIENA s unique value.

• Set the account strategy that drives new CIENA revenue through the ownership and implementation of an actionable, business-outcome based account plan.

Key Responsibilities:

• Help develop strategic joint go to market plans and helps in developing and growing successful partnerships with these customers.

• Manage tactical business while investing in larger, longer term strategic opportunities.

• Maintain high touch & trusted advisor status with the customer establishing trust.

• Maintain operational command of the business through forecast accuracy and demand generation.

• Act as an inspired leader for a large extended team of direct/virtual resources to ensure consistent and effective team engagement and ensuring optimal usage of resources across management, supporting and partner organizations

• Prioritize various sales opportunities.

• Responsible for weekly status/progress and forecast reports

• Work with extended Ciena team, including Executive team, product marketing, product management, and sales operations to achieve sales and revenue objectives

• Thorough understanding of Ciena products and future portfolio

What Ciena Expects of You:

• Relationship Building: Proven ability to build trusted and long-term customer relationships quickly.
• Sales Expertise: Proven track record in identifying new business opportunities, closing deals, and effectively managing regional, large, and strategic accounts.
• Collaboration: Ability to lead, direct, and collaborate with global teams in a highly matrixed and cross-functional environment.
• Agility: Ability to manage competing and ever-changing account priorities with a balanced and methodical approach to problem-solving.
• Business Acumen: Detailed knowledge of Ciena’s products, competitive landscape, and an in-depth understanding of the sales cycle and stage requirements.
• Communication: Ability to effectively tailor messages and articulate value propositions to engage audiences at all levels of an organization.
• Influence: Capable of influencing internal and external stakeholders to drive decision-making and the adoption of Ciena solutions.
• Commitment to Learning: Keeping abreast of market trends and competition to leverage information to Ciena’s advantage.

The Must Haves:

• Education: Business or Science/Engineering degree in a technical field or equivalent experience.
• Track Record: Proven experience in Telecom Sector specially in the Transport domain (IP and Optical)
• Sector Knowledge: Sound understanding of Telco business and technologies.
• Sales Experience: Minimum 10-12 Years experience in sales/presales.
• Communication Skills: Effective communicator with strong written, verbal, visual, video, and social skills. Good competence in Excel/PowerPoint.
• Deal Closure: Proven ability to close multi-million-dollar deals, including positioning solutions, developing pricing and commercial strategies, and negotiating contracts.
• Technical Knowledge: Strong background in Optical and Data Networking and telecom operator service offerings and requirements.
• New Business Development: Ability to prospect and drive new business in assigned territories.
• Proposal Management: Experience in driving responses to RFPs, RFIs, and quotes.

Assets:

• Advanced Degrees: Bachelor’s degree in technology along with an MBA or advanced technical degree.
• Market Understanding: Proven understanding of market segmentation, enterprise business, and government sectors.
• Leadership Skills: Demonstrated management and leadership skills to drive activities to achieve business objectives.
• Analytical Skills: Excellent analytical, collaborative, and communication skills.

Location: Hyderabad.

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