Director, Sales Engineering

As the global leader in high-speed connectivity, Ciena is committed to a people-first approach. Our teams enjoy a culture focused on prioritizing a flexible work environment that empowers individual growth, well-being, and belonging. We’re a technology company that leads with our humanity—driving our business priorities alongside meaningful social, community, and societal impact.

How You Will Contribute:

We are seeking a Director, Sales Engineering as the customer facing, technical leader driving Ciena’s solutions portfolio into one of our primary Compute customers on the West Coast.  The ideal candidate requires a strong technical background with an emphasis in networking architecture, optical networking/transport products/components and datacenter infrastructure as well as demonstrated ability to build and manage a technical team.  Additional desired experience includes product line management and/or product development, routing/switching products and customer applications, operations automation tooling using common APIs (REST/gRPC), as well as an understanding of hyperscale network architecture and evolution. In addition, the ability to clearly position Ciena as a leader in networking hardware and software solutions as well as how Ciena’s offerings differentiate against the competition is essential. This position is based on the west coast of the US, where the selected candidate must reside or be willing to travel to on a regular basis.

• Lead the introduction, deployment and support of Ciena’s portfolio of products and services including Long Haul/Submarine/Metro and Edge DWDM solutions, Coherent Modems, ZR/ZR+/Coh-lite Coherent Plugs, and Datacenter Interconnect solutions and components.
• Lead a dedicated team of sales engineers to drive product proposals, designs, and quotes for Ciena products and Services to serve this hyperscaler customer. Coordinate closely with PLM, Engineering and Services to define, develop and deliver the customers’ roadmap of technology requirements. Including working with and driving product requirements into the R&D organization.
• Drive engagements with the customer and partners to co-develop ASIC, HW and SW programs.
• Perform technical oversight, including on-site customer engagements, support customer and internal architectural discussions and requirements definition into the engineering organizations.
• Be able to create, communicate and articulate the value of solutions to customers.
• Understand the customers current architecture, network, and software applications that drive requirements for new products and their ability to introduce new technology.
• Work with both internal and external organizations to drive solutions for our customers.
• Consult with customers on best practices to design, integrate and automate Ciena’s technology into their networks and software infrastructure. 
• Define the Technical Strategy of Ciena’s Portfolio engagement with one of Ciena’s strategic hyperscaler customers.
• Serve as the customer-facing primary contact for advanced technical engagements and forward-looking technology requirements for systems, plugs and components.
• Ability to understand network architectures and their building blocks.

·  Identify and communicate architectural shifts and requirements.

·  Assist in the preparation of RFx responses, and forecasts.

·  Collect and assist in assessment of new product features.

·  Assist Customer Product and Technology solution discussions and presentations.

·  Support in the development of pricing strategies and incentives to win business.

·  Plan and support product certification, acceptance testing, and network introduction activities.

·  Prepare designs, quotes, scope of work documents, and network diagrams.

·  Manage and track customer requests and help coordinate sales activities.

·  Assist in tracking of product deliverables and communicating issues to regional teams.

·  Lead the transition of customers from end-of life products to other Ciena solutions.

·  Make independent decisions on routine technical activities in accordance with company policy and procedures.

·  Travel (up to 50%) to customers sites, R&D locations and technical conferences for customer engagements, technical discussions, and presentations.

·  Performs other duties as assigned.
 

The Must Haves:

• Optical Transport Network Architecture, Design & Deployment, and Operations.
• Building network cost models that drive optimization of network designs.
• Understanding of Data Center architectures, spine and leaf designs, edge networking, routing, switching and optical transport.
• Understanding of Automation SW architecture, SDN Controllers, Common workflows, ZTP methods, Streaming Telemetry, APIs and networking models.
• Familiarity with cloud architecture and deploying / running applications in a cloud environment.
• Construction of product feature / price analysis spreadsheets.
• Deep understanding of the building blocks that make up coherent plugs, modem and WDM systems. 
• Experience codeveloping optical system Components, Plugs, Modems, WDM Systems and Software.
• Sales opportunity and quote tool experience a plus
• Project management, organizational skills
• Problem solving skills
• Superior verbal and written communication skills
• Strategy development
• Time management skills: ability to plan, prioritize, execute & follow-up within a timely manner
• Professionalism in attitude, conduct, and appearance
• Ability to build strong customer relationships and support an overall sales strategy.
• Technical background and desire to learn new technologies.
• Demonstrated ability to manage on-going activities such as RFP activity, trials, and product acceptance
• Must be able to communicate and work with Ciena engineering organizations and articulate the technical concepts and design to our customers.
• Bachelor’s Degree (CS, EE), or equivalent required
• 10+ years communications / data center industry experience
• Sales Engineering, Engineering, Operations or Product Management background required
• Prior Internet Content Provider experience would be beneficial

Pay Ranges:
 

The annual total target compensation pay range for this position is $237,500 - $380,000 USD.  This includes both base and incentive compensation.

The annual total target compensation pay range for this position in California is $269,500 - $430,500 USD.  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.

If contacted in relation to a job opportunity, please advise Ciena of any accommodation measures you may require.