Leader, Sales Channel Development

Ciena   •  

CA

Industry: Telecommunications

  •  

11 - 15 years

Posted 175 days ago

This job is no longer available.

R006964

We believe in the power of people. We are a network strategy and technology company that is motivated by making a difference in people’s lives – their productivity, their creativity, their health and comfort. That’s why our engineers design and implement technologies that allow people to do great things.

The Opportunity / What we’re looking for:

We believe in the power of people. We are a network strategy and technology company that is motivated by making a difference in people’s lives – their productivity, their creativity, their health and comfort. That’s why our engineers design, implement, ans sell technologies that allow people to do great things.

Ciena Optical Microsystems is a recently formed business unit.  Our charter is to develop and productize electro-optic components and modules for sale to global systems integrator customers to be incorporated in their products for sale to telecom and data network customers.

The role / What you will do at Ciena:

The Technical Sales Leader position will be responsible for developing strong customer relationships with Systems Integrators - Customer Architecture, Engineering, Planning, Product Approval, and Supply Management Teams.  The position requires a Sales Management Leader with strong knowledge of Optical system vendors, Carrier Class and ICP customers and their optical product needs.  The successful candidate will be highly motivated, possess strong interpersonal skills and presentation skills, and also will have an ability to handle multiple competing priorities and directions from the customers. There needs to be a concerted effort on winning new business. 
 

This position is focused on gaining mind share for new Ciena Optical Microsystems products and then getting those products approved for use and deployment.  The target market is worldwide, with emphasis on North America – West Coast.

DIMENSION & SCOPE:

Attributes

  • Willingness to travel a substantial portion of the time to visit with customers.
  • Ideally, the candidate will have existing customer relationships.
  • Proven ability to quickly develop new customer relationships.
  • Thorough understanding of customers buying decisions and procurement processes.
  • Possess an advanced knowledge of the competitive landscape, being capable of providing succinct analysis and recommended attack-defend strategies.
  • Preferably located on the West Coast of North America in proximity of key customers.

    Primary Duties and Responsibilities

  • Uncover new opportunities and applications existing and future product portfolio.
  • Engage in sales activities requiring product/solution presentations at all levels of engineering and management.
  • Collaborate frequently with Ciena Optical Microsystems Product Management and R&D teams to understand and work to align the organization’s optical Plan of Record to the needs of the customers.

Required Skills

  • In-depth knowledge Optical Microsystem’s portfolio. 
  • Strong understanding of Carrier Class and ICP customer sales cycle and processes and ability to think strategically about new emerging technology business opportunities.
  • Solid Optical technology background is a requirement.

Desired Characteristics

  • Proven Writing Skills: business plans, proposals, value propositions, marketing collateral and business letters.  Writing is succinct and properly structured, providing a well-thought-out argument with associated proof points.
  • Proven Verbal Skills: succinct and to the point in various formats, including one-on-one, small group and public speaking events.  Experience presenting to internal and external senior management.
  • Proven knowledge regarding component, module, and networking technology as appropriate for targeted market.
  • Proven knowledge regarding customer’s needs, requirements, “pinch points”, etc. as appropriate for targeted market.
  • High energy, positive, “can-do” attitude, flexibility, and attention to detail; demonstrates a high degree of initiative.
  • Strong proven management and leadership skills.
  • Functional knowledge across operations, marketing, pre-sales, product management and pricing.
  • Ability to work in a fast paced, “unstructured”, rapidly changing environment with a hands-on mentality toward assigned tasks and responsibilities.
  • Ability to interact and influence people within different areas of the organization.
  • Ability to work independently and perform multiple tasks.
  • Ability to handle confidential information.

EDUCATION AND EXPERIENCE

  • Minimum of a Bachelor's Degree (or equivalent) and 10 years in the Telecom / Component industry with demonstrated knowledge supporting optical transmission hardware and software and/or related optoelectronic component solutions.  A knowledge of coherent communication technology is essential.
  • Established relationships with Global, Tier 1/2 Systems Integrators, and developing knowledge of their specific needs and concerns.

The Ciena Experience:

Rewarding experience. Meaningful outcomes.

Make no mistake that we’re committed to developing leading network technology. But our path to innovation stems from our culture and outstanding people. We embrace diversity, celebrate inclusion, and champion ideas—across the table and around the world. This is the Ciena network. You won’t find complex organization charts and stiff protocols here! Innovation travels faster in an atmosphere where ideas can be freely discussed and brainstormed on the fly. A big part of work is about enjoying more satisfying outcomes—both personal and professional.

Becoming a Ciena employee:

What you can expect from us

You will receive notification of your successful application Successful applicants will be contacted by Talent Acquisition for an initial discussion. If suitable you will be considered for the short list and our formal interview process

Ciena values the diversity of our workforce and respects its employees as individuals, regardless of race, nationality, religion, sexual orientation, gender and age.

*LI-CN

Ciena values the diversity of our workforce and respects its employees as individuals, regardless of race, nationality, religion, sexual orientation, gender and age.