As the global leader in high-speed connectivity, Ciena builds the critical infrastructure powering the AI era. We’re a technology company shaping the future of networking, guided by innovation, integrity, and collaboration. Through development opportunities, meaningful work, and flexibility, Ciena supports growth and well-being—on and off the job. Connect with a career that matters.
How You Will Contribute
- Be the regional Services portfolio authority for account strategy, early opportunity shaping and cross-functional commercial problem solving.
- Develop practical commercial models at speed while maintaining clarity on scope, cost, margin, risk, delivery feasibility and approval needs.
- Translate rapidly changing customer and market conditions into portfolio actions, scalable constructs and clear executive recommendations.
Key Responsibilities
- Maintain working command of the complete Services portfolio, delivery models, standard offers, custom pathways, pricing principles and commercial dependencies.
- Partner with account teams, Sales, Service Sales, SEs, Commercial Management, Finance, Legal, delivery, GSSS/SQC and functional SPLMs to shape GCN account strategies.
- Build scenario-based commercial models for new, ambiguous or fast-evolving opportunities, including assumptions, sensitivity, margin, risk and value logic.
- Create clear pricing and packaging recommendations when requirements are incomplete, documenting assumptions and decision points for rapid refinement.
- Coordinate cross-portfolio scopes and resolve ownership gaps across Implementation, Maintenance, Managed Services, Learning, advisory, software-enabled and innovation offers.
- Support strategic RFx and negotiation activity with strong commercial narratives and defensible business cases.
- Capture GCN customer and regional signals and influence global roadmap, pricing, packaging and enablement decisions.
- Convert successful custom approaches into reusable models, guardrails and portfolio improvements.
Measures of Success
- Services growth, attach and commercial quality across priority GCN accounts.
- Speed and quality of commercial models and decisions for evolving opportunities.
- Improved margin visibility, assumption discipline and risk management.
- Reuse of successful constructs across accounts and portfolios.
- Strong regional voice in global portfolio decisions.
The Must Haves
- Bachelor’s degree in Engineering, Business Administration, Finance or equivalent relevant experience.
- Typically 8 to 10 years of telecommunications services, product management, commercial management, pricing, presales or account-strategy experience.
- Exceptional commercial and financial capability, including rapid development of P&Ls, pricing models, scenarios and business cases.
- Ability to make structured recommendations with incomplete information and update them quickly as facts change.
- Broad services-portfolio understanding and confidence working with technical, delivery, contractual and executive stakeholders.
- Advanced Excel, analytical, facilitation, negotiation and presentation skills.
Assets
- Experience with hyperscalers, neoscalers, global cloud networks, subsea or large-scale data-center connectivity customers.
- Experience with non-standard commercial models, strategic deals, partner content or multi-year transformations.
- Knowledge of Ciena product families, deployment methods, support models and software-enabled services.
Salary Range:
The salary range for this position, in the United States of America is,
$143,800.00 - $229,800.00 usd.
#LI-JD
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.
Skills Required
- Bachelor's degree in Engineering, Business Administration, Finance, or equivalent relevant experience
- Typically 8 to 10 years of experience in telecommunications services, product management, commercial management, pricing, presales, or account strategy
- Exceptional commercial and financial capability, including rapid development of P&Ls, pricing models, scenarios, and business cases
- Ability to make structured recommendations with incomplete information and update them as facts change
- Broad services portfolio understanding and confidence working with technical, delivery, contractual, and executive stakeholders
- Advanced Excel skills
- Analytical, facilitation, negotiation, and presentation skills
- Experience with hyperscalers, neoscalers, global cloud networks, subsea connectivity, or large-scale data-center connectivity customers
- Experience with non-standard commercial models, strategic deals, partner content, or multi-year transformations
- Knowledge of Ciena product families, deployment methods, support models, and software-enabled services
Ciena Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Ciena and has not been reviewed or approved by Ciena.
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Fair & Transparent Compensation — Pay is often characterized as competitive or above-market in certain roles and regions, with references to market-aligned salary ranges and transparency around pay bands.
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Healthcare Strength — Health coverage is frequently framed as comprehensive, including medical, dental, and vision, with indications that coverage can extend to dependents and is viewed as a meaningful component of total rewards.
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Leave & Time Off Breadth — Time-off offerings are described as flexible and generous, including Flex/uncapped PTO in many cases and additional paid time for volunteering.
Ciena Insights
What We Do
Ciena (NYSE: CIEN) is a global leader in networking systems, services, and software. We build the world’s most adaptive networks to enable our customers to deliver richer, more connected experiences for all users. At our core, Ciena is a company rooted in people. We prioritize deep, collaborative relationships within our teams and alongside our customers, partners, and communities around the world. For three-plus decades, we’ve brought our humanity to our relentless pursuit of innovation. We continue to lead the evolution of networking with a strong track record of industry firsts. As end-user expectations skyrocket, our customers and their networks must transform. Ciena powers this transformation by driving next-generation solutions built for maximum openness and agility—today and into the future. Corporate/Brand Values: • Customer First • Integrity • Velocity • Innovation • Outstanding People We're the perfect size for you to make an impact. W Only Ciena has the depth of expertise and the culture of collaboration and partnership required to help our partners evolve. We do this by strategically integrating hardware, services, and software in an open environment to ensure our clients’ networks are ‘fit for flexibility’ today and into the f
Why Work With Us
We are known for our industry-firsts, including the first coherent optical solution, converged packet-optical platform, and intelligence automation platform. Our commitment extends beyond innovation, logging in over 35,000 volunteer hours and $2 million to worthy causes in 2023. We're the perfect size and culture for you to make a difference.
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