Senior Consultant Account Management

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.

Responsibilities Include

• Develop strong customer relationships that neutralize competitive infiltration into Charter while creating an exceptional customer experience with Ciena
• Identify & drive new business initiatives that increase Ciena's market share and drive long-term growth for Routing & Switching solutions across Commercial CPE, Access, Edge, Metro & Core networks
• Build & implement strategic account plans that best position Ciena to maximize its revenue and margins in line with Ciena’s strategic direction
• Maintain industry knowledge of the competitive landscape
• Work collaboratively within the sales & engineering teams as well as cross-functional teams to build winning sales, product, engineering and marketing strategies

General Activities

• Identify and develop Routing & Switching networking solutions which influence and/or support Charter’s business strategies across Commercial CPE, Access, Edge, Metro & Core networks
• Serve as a technical sales leader for Routing & Switching networking technologies providing guidance to sales & engineers in order to achieve business objectives
• Identify and pursue new addressable markets by ensuring Charter’s requirements are clearly defined and articulated internally
• Identify, consolidate & prioritize feature requests for strategic sales opportunities while ensuring follow-up on innovations needed to create measurable impact on overall company success
   

Areas of impact

• Role will initially be focused on Charter’s IP Infrastructure segment
• Role will be focused on Ciena's Routing & Switching Networking business

Experience

• Self-starter, capable of "owning" assigned areas of responsibility and involving senior management for necessary escalations. 
• Promote a positive (and enjoyable) work environment for colleagues and customers
• Excellent presentation skills.  Highly effective communication skills (verbal and written) when interacting with both technical and non-technical customers.
• Ability to ‘read’ the audience leveraging both verbal and non-verbal cues.
• Strong business and technical acumen in the IP domain.  Strong problem solving and organization skills.  Creative and innovative approach to complex solution sales and deal structures.
• Demonstrated ability to build and maintain executive relationships (internally and with customers).
• Bachelor's degree or equivalent years of experience.  Greater than 4 years of solution sales customer-facing experience, preferably within the networking industry with recent Routing/Switching networking sales experience. 
• Proven success and strong track record of winning Routing/Switching networking solution sales across multiple customers.
• Experience with and clear understanding of MSO business drivers, objectives and strategies.
• Experience and proficiency in the use of Salesforce.com for opportunity management and forecast reporting, along with related customer quotations.
• Knowledge of SDN, NFV, Routing/Switching networking, Data Center Interconnect, Wireless Networking and other emerging technologies.

The annual total target compensation pay range for this position is $261,800 - $418,200 USD.  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.

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