Defense Major Account Manager at Ciena in Washington, DC

Defense Major Account Manager

Description: The Defense Major Account Manager is responsible for all sales activity and customer support at one or more accounts in the Defense Space. This position has a focus on US Space Force and USAF Special Programs. The Defense MAM will be responsible for achieving or exceeding annual revenue quotas and ensuring that all CGSI sales and delivery activity is run efficiently and effectively in assigned accounts. The MAM will also be responsible for constructing and executing long term account strategies and plans, ensuring growth is predictable, disciplined and significant and with working with other CGSI Account Managers and appropriate CGSI and Ciena business units and executives. MAM duties will include, but not be limited to, the following:

• Achieve or exceed annual quota
• Construct an Annual Account Plan focused on near-term and long-term sales opportunities to include major Programs of Record, network refresh and upgrades, etc.
• Establish and nurture relationships with key technical, operational, acquisition and business executives and decision makers
• Represent to the company and help construct opportunities and solutions for the customer’s highest priority technical, mission and business requirements
• Orchestrate all CGSI activity and interfaces into your account
• Establish, nurture and leverage an effective partner eco-systemQualifications:
• 10 to 15 years direct sales experience in one or more accounts in the Defense Space
• Preferred experience with USAF Space Command, US Space Force, or other Defense Special Programs
• Demonstrable track record of growing networking business – hardware, software and/or services in those Defense accounts
• Knowledge of drivers, trends and operations of those accounts
• Strong and deep relationships with key technical, business and operational leaders in those accounts
• Active TS+ Clearance
• Good verbal and writing skills
• Leadership Ability with good business judgement