Global Client Executive GCN – Google Sales Leader

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.

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.

The job reports directly to the Vice President & General Manager Sales – GCN Division.

How You Will Contribute as the Global Client Executive:

• Lead all aspects of the GCE (Global Customer Engagement) activities for the GCN (Global Cloud Networking) Google account for Ciena.

• Develop strong customer relationships that neutralize competitive infiltration into the Google account 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 our optical and high-speed connectivity portfolio across market segments.
• 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.
• Identify, develop and evolve networking solutions which influence and/or support Google’s connectivity requirements across Core, Metro, Edge and Submarine applications.
• Identify, consolidate & prioritize feature requests for strategic sales opportunities while ensuring follow-up on innovations needed to create measurable impact on overall company success.
• Provide leadership and guidance for the account’s sales and sales engineering team members, while working closely with R&D, PLM and Commercial primes to achieve our growth objectives.

• The role is Global and will require flexibility to travel frequently to engage with Google stakeholders and decision makers.
   

The Must Haves:

• Self-starter, capable of "owning" the complete customer experience.
• Ability to 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 optical and high-speed connectivity 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 10 years of solution sales customer-facing experience in the networking industry.
• Proven success and strong track record of managing complex technical and commercial relationships.
• Experience with and clear understanding of hyperscale 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.

Location:
US West Coast  – Bay Area or Denver.

Pay Range:

The annual total target compensation pay range for this position in California is $372,400 - $615,400.  This includes both base and incentive compensation.

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At Ciena, we are committed to building and fostering an environment in which our employees feel respected, valued, and heard.  Ciena values the diversity of its workforce and respects its employees as individuals. We do not tolerate any form of discrimination.

Ciena is an Equal Opportunity Employer, including disability and protected veteran status.

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