Director of Carrier Managed Service Portfolio and Offer Development – Americas, EMEA

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.

Director of Carrier Managed Service Portfolio and Offer Development – Americas, EMEA

Location: This role can be located anywhere in the United States

How You Will Contribute

We are seeking a Director of Carrier Managed Service (CMS) Portfolio and Offer Development to drive the evolution of managed services with telcos, service providers, carriers, and network operators worldwide. This position combines strategic leadership with hands-on involvement to forge strong partnerships, expand the service portfolio, identify new opportunities, and establish go-to-market strategies that empower sales teams globally. You will mentor team members, share insights, and influence key decisions internally and externally to deliver value to partners.

If you excel at connecting business strategy, telecom technology, and relationship-building, this role offers an impactful opportunity.

The purpose of this position is to strategically lead and actively contribute to the evolution of managed services for telcos, service providers, carriers, and network operators worldwide. The role is designed to drive the development and execution of a robust managed services portfolio strategy, foster global partnerships, and mentor teams to deliver impactful results. It emphasizes combining leadership with hands-on involvement to align business strategies, telecom technologies, and relationship-building, ensuring value creation for strategic partners in a dynamic market.

The Must Haves:

Drive Managed Service Portfolio Strategy & Execution

• Lead the development, evolution, and execution of the managed services portfolio strategy for Telcos, Service Providers, Carriers, and Network Operators globally.
• Continuously refresh the service catalog and introduce innovative service ideas to enhance value for strategic partners in a dynamic market.
• Standardize offerings to align with partner and provider outcomes.

Lead Cross-Functional Business Development & Partnership Growth

• Coordinate with a matrix team across Account Management, Product Line Management, Partner Programs, Regional Leaders, and CMS Business Development Consultants.
• Collaborate with Sales teams to identify, qualify, and cultivate deep relationships with service providers and operators, aligning engagements with growth strategies.
• Drive thought leadership initiatives to influence stakeholders and enable growth.

Enable Sales and Go-to-Market Success

• Provide direction to the Global Partner Program team in the development of sales enablement materials and strategies for the indirect salesforce, ensuring global consistency.
• Work with Partner Program team and Regional Leaders to prioritize resources and investments.
• Report and communicate performance metrics to leadership, driving sales acceleration within the Ciena Partner Network ecosystem (CPNe).

Coach, Mentor, and Influence

• Influence stakeholders with strategic insights and clear communication, simplifying complex technology concepts into actionable business terms.
• Act as a "player coach," combining leadership with active participation in consulting, business development, and sales enablement. Model best practices, work alongside team members to overcome challenges, and guide the team toward strategic objectives.
• Foster collaboration across regions, equipping the team with the skills, knowledge, and confidence to thrive.

Skills and Competencies

• Leadership in business development, consultative sales, and partner management.
• Proven ability to grow service provider business and foster long-term relationships.
• Commercial and financial acumen to guide growth strategies.
• Strong commercial orientation, connecting service launches, pipeline development, and partner performance to program strategy.
• Expertise in global, cross-functional teams within a matrix environment.
• Knowledge and understanding of global business practices, cultural nuances, and market dynamics, with the ability to navigate and adapt strategies for diverse regions beyond the United States.
• Demonstrated ability to act as a "player coach" in a global context—leading, mentoring, and actively contributing across diverse teams.
• Knowledge of telecommunications managed services, product lifecycle, and market opportunities.
• Understanding of telecom technologies such as optical transport, Carrier Ethernet, IP, and wave services.
• Product management discipline applied to managed services, including roadmap thinking, lifecycle governance, and continuous improvement.
• Exceptional project management skills, capable of prioritizing and executing multiple initiatives simultaneously.
• Exceptional communication, presentation, and storytelling skills—including experience engaging with executives.
• Ability to synthesize partner success stories into compelling business narratives.

Experience

• Minimum of 10+ years in telecom sales, business development, product management, or channel management.
• Experience with direct and indirect sales strategy, channel programs, and partner ecosystems.
• Familiarity with the telecommunications and channel ecosystem, including Global Carriers, Tier 1 and 2 Operators, Regional Service Providers, MSOs, Submarine Operators, Indirect Channels, Hyperscale Data Center Operators, Public Cloud Providers, and Neo-scalers.

The annual pay range for this position is $141,700 - $226,300 USD

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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.

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.