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.
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Consultant, Partner Sales
Your Role
We are looking for a highly motivated and talented Partner Account Manager who brings a strong track-record in reaching objectives, and is a results-oriented and creative value-builder. You will be responsible for driving growth through System Integrators, indirect Value-Added Resellers and Distributors (VAR & VAD), and Solution Provider partner channels.
You will interact regularly with existing partner executives and demonstrate a strong direct sales mindset supporting partners on relationship management with key accounts and possessing the ability to bring new sales opportunities to the table through your own personal network.
Your Responsibilities
- Build lasting relationships with partners and increase spend with Ciena
- Plan sales strategies and work closely with marketing to raise awareness of Ciena and build a strong pipeline
- Ensure that targets are achieved
- Competently and knowledgeably advise partners on network solutions and services that best fulfill their customer requirements, undergoing full assessments and analysis of client needs
- Align Ciena portfolio within partner services and ensure partners sales teams are aware of positioning and benefits
- Negotiate pricing with partners to achieve sales in line with Ciena pricing policies and client requirements
- Conducting face to face channel meetings with partners and their clients
- Managing internal resource and interfacing with internal departments
- To achieve personal/career advancement goals in line with Ciena’s personal development programme
- Other duties:
- Accurate forecasting of anticipated sales is required, along with regular activity reporting
- Participation in planning and preparing marketing campaigns along with your own targeted campaigns
- Attending networking events
Minimum Qualifications
- Ability to build relationships and work effectively with and across all levels of a partners business
- Ability to interact with a set of multifunctional teams such as Systems Engineers, Sales, Field Marketing, Operations
- Able to work across multi-functions/multi-individuals to achieve desired results
- Strong partner-facing and relationship building skills
- Must be Native or bilingual German speaker
- Self-starter who takes initiative and works with limited direction on core job responsibilities
- Highly trusted individual both internally and externally who maintains and expects high standards for self and virtual teams
- Excellent communicator, both written and spoken
- Effective presentation and communication skills
- Minimum of 3-5 years experience in Sales and Partner Sales in Enterprise and Service Provider markets driving Optical and IP Ethernet business
- Ability to understand and analyse customer requirements
- Ability to interact at senior levels of the partner companies
- Knowledge / Strong interest in the Telecom Industry
#LI-SG1
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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.
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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