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 drives growth by expanding and empowering Ciena’s value‑added reseller ecosystem across Japan. It strengthens Ciena’s position in the market by developing high‑impact partnerships, enabling joint go‑to‑market motions, and accelerating adoption of Ciena’s portfolio.
How you will make an impact:
• Manage and grow Value‑Added Reseller (VAR) partnerships through joint business planning and regular business reviews
• Drive partner sales performance through forecasting, sales planning, and coordinated selling
• Expand partner capability and readiness through Ciena program benefits and enablement initiatives
• Develop and execute joint go‑to‑market strategies that strengthen market presence
• Position Ciena’s value proposition and solutions effectively across partner ecosystems
• Implement partner‑focused marketing programs to increase awareness, demand, and opportunity creation
• Ensure compliance with Ciena’s CPNe program while coordinating internal resources to support operational and sales objectives
The must haves:
• 5–8+ years of experience in partner management, sales, or business development within IT or telecommunications sectors
• Proven relationships across top‑tier VARs and a broad partner ecosystem
• Demonstrated experience executing go‑to‑market strategies and partner enablement programs
• Strong relationship‑building, negotiation, and cross‑functional collaboration skills
• Ability to influence in a matrixed, multi‑country environment
• Strong business acumen supported by excellent communication and project management capability
• Proven track record of driving partners to meet or exceed sales quotas
Nice to haves:
• MBA or equivalent experience
• Technical bachelor’s degree
• Familiarity with partner program governance and policies
• Experience working with Service Providers and Enterprise market System Integrators
• Knowledge of network operator sales and telecommunications technologies
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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.
