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.
How You Will Contribute:
Account Management/Sales to the most significant Telecom Operator in West India.
Overall account management including the creation and execution of the strategic account plan, goal obtainment and revenue growth.
Lead overall account strategy and matrix management of sales, services and other resources to ensure value-added benefits and deeper/wider reach into the customer segment.
Driving on-site customer engagements, managing executive and Working level relationships
Leading Existing project fulfilment working closely with delivery and services organization.
Should take a consultative approach to selling and work toward a trusted advisor status serving as the executive contact across the customer on behalf of CIENA, communicating CIENA s unique value.
Set the account strategy that drives new CIENA revenue through the ownership and implementation of an actionable, business-outcome based account plan.
Key Responsibilities:
Help develop strategic joint go to market plans and helps in developing and growing successful partnerships with these customers.
Manage tactical business while investing in larger, longer term strategic opportunities.
Maintain high touch & trusted advisor status with the customer establishing trust.
Maintain operational command of the business through forecast accuracy and demand generation.
Act as an inspired leader for a large extended team of direct/virtual resources to ensure consistent and effective team engagement and ensuring optimal usage of resources across management, supporting and partner organizations
Prioritize various sales opportunities.
Responsible for weekly status/progress and forecast reports
Work with extended Ciena team, including Executive team, product marketing, product management, and sales operations to achieve sales and revenue objectives
Thorough understanding of Ciena products and future portfolio
The Must Haves:
Education: Business or Science/Engineering degree in a technical field or equivalent experience.
Track Record: Proven experience in Telecom Sector specially in the Transport domain (IP and Optical)
Sector Knowledge: Sound understanding of Telco business and technologies.
Sales Experience: Minimum 10-12 Years experience in sales/presales.
Communication Skills: Effective communicator with strong written, verbal, visual, video, and social skills. Good competence in Excel/PowerPoint.
Deal Closure: Proven ability to close multi-million-dollar deals, including positioning solutions, developing pricing and commercial strategies, and negotiating contracts.
Technical Knowledge: Strong background in Optical and Data Networking and telecom operator service offerings and requirements.
New Business Development: Ability to prospect and drive new business in assigned territories.
Proposal Management: Experience in driving responses to RFPs, RFIs, and quotes.
Assets:
Advanced Degrees: Bachelor’s degree in technology along with an MBA or advanced technical degree.
Market Understanding: Proven understanding of market segmentation, enterprise business, and government sectors.
Leadership Skills: Demonstrated management and leadership skills to drive activities to achieve business objectives.
Analytical Skills: Excellent analytical, collaborative, and communication skills.
Additonal Location: Hyderabad.
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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.
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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
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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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