Commercial Manager – Software

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.

This role reports into the Blue Planet Commercial organization and serves as a key business partner to the APJ and EMEA Sales leadership teams. The Commercial Manager will support deal structuring, pricing strategy, governance, and contract execution to ensure profitable and compliant software transactions.

• Act as the regional subject matter expert for Blue Planet commercial policies, governance, and standard operating processes

• Partner closely with Sales leadership (Director level and above) to support deal structuring, pricing strategies, and deal closure

• Review contracts for commercial and financial implications and provide input and redlines to Legal and senior leadership

• Support customer negotiations related to pricing, commercial terms, and contractual structures

• Work with Finance, Accounting, and Revenue Recognition teams to ensure deal structures align with accounting principles and revenue forecasting requirements

• Profile and track quarterly and annual deal financials, including bookings, revenue, and margin impact

• Manage internal governance processes by preparing deal summaries and obtaining required executive and senior leadership approvals

• Respond to RFPs, supplier questionnaires, and commercial documentation requests from customers

• Develop a working understanding of Blue Planet software products, solutions, and overall business strategy

• Adapt quickly to changes in business strategy, policies, and operational processes in a fast-paced environment

• Bachelor’s degree in Finance, Business, Accounting, or a related discipline

• 10+ years of relevant experience in commercial management, deal desk, finance, accounting, or contractual roles

• Strong experience supporting complex deal structures in a software, SaaS, or technology environment

• Solid understanding of pricing, margin analysis, revenue forecasting, and deal financials

• Experience working with or supporting international sales teams, with APJ exposure preferred

• Strong attention to detail with the ability to manage multiple deals simultaneously

• Excellent communication, stakeholder management, and business partnering skills.

• Experience in enterprise software or SaaS business models

• Familiarity with revenue recognition principles and accounting compliance for software contracts

• Exposure to telecom, networking, or technology industries

• Experience partnering with Legal, Finance, and executive leadership teams

• Ability to operate effectively in a dynamic, fast-changing, and matrixed organization

• Strong presentation skills and confidence working with senior leaders

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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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