July 26, 2019 at 10:09 am #1135Devon – Nomadic Career ServicesKeymaster
Ciena may well be the most important technology company you’ve never heard of. The innovations that wow us (driverless cars), and those we now take for granted (the ability to mobile-stream your favorite show) are the products of ingenuity from some brilliant and forward-thinking companies. But those companies rely on Ciena, another vanguard of innovation, to create and advance the underlying networks that bring their breakthroughs to our doorsteps. VR, AI, IOT, 5G … literally none of it would be possible without the mind-boggling technology that makes the internet itself work. For more than 25 years, Ciena has been the global leader in networking strategy, and our technology has been part of the critical infrastructure running within the most advanced companies in the world.
The Director of GCN Service Sales will spend a high proportion of their working time in front of Cloud Networking customers building relationships and gaining a detailed understanding of their business issues and requirements. Being able to interpret these requirements in order to architect a differentiating services and software solution will be a key success factor of the role.
The role / What you will do at Ciena:
The Director of GCN Service Sales will rely heavily on well-practiced leadership skills in being able to orchestrate individual lines of business into one coherent customer facing solution. Throughout the services lifecycle and our customer engagements, the Director of GCN Service Sales will be responsible for identifying consultative engagements that will shift the sales cycle in Ciena’s favor and deliver further growth to attached, advanced, and consultative services. Responsibilities will include general sales strategy, services product positioning, pricing and comprehensive deal margin analysis, comparative pricing analysis, and contract term negotiation and closure. This person will be responsible for the following:
Responsible for Attached Services, Advanced Services, and Managed Services Sales and the associated bookings, margin, and revenue targets in assigned accounts.
Gain buy in to new services and sales strategy from account teams and other GFO leaders.
Detect, qualify and conduct the bids for new services opportunities.
Engage as the primary point of contact on all aspects of Ciena’s services within assigned accounts.
Develop and build effective internal relationships across multiple disciplines to ensure Ciena Services Solutions success.
Employ the Ciena consultative vision with regard to existing business, new opportunities, customers and services that drives additional attached, advanced and managed services.
Ensure alignment between Ciena Sales and the Service Delivery teams to increase customer satisfaction resulting in further business and service growth.
Mitigate competitive threats with thoughtful and comprehensive defend and attack strategies.
Work closely with the assigned Account Leadership teams to establish a structured ‘go to market’ plan.
Qualify the most appropriate routes to Customer spend and technology decision making – Direct and Indirect
Provide ‘cross business’ insight to the decision, buying and delivery strategy for Ciena portfolio solutions.
Key Skills Required
Extensive knowledge of core transport, data center, submarine, and associated services across the Cloud Networking Sector.
Strong relationships at all levels within customer business.
Ability to influence internal and external stakeholders in driving Ciena Consultative engagements.
Strong Complex Sales ability – demonstrated success with orchestrating multi-million-dollar sales campaigns.
Ability to push self/others to meet challenging deadlines; consistently demonstrates sense of urgency towards achievement of results.
Ability to set and promote superior performance against stretched targets.
Ability to measure and track key business results and processes against set targets and against the competition.
Ability to provide accurate reporting to the Vice President Global Cloud Networking and other central functions as required
Budgetary assessment and planning to include forecasting
Strong understanding of Ciena’s products and technologies.
Excellent presentation and communication skills
Professional sales, business analysis of sales cycles and their influences
Ability to understand the implication of various technologies within the customer environment
Effective interpersonal skills that can both persuade and influence decision making and strategic thinking.
Strong familiarity with Microsoft Excel and PowerPoint
Education and Experience:
Bachelor’s degree in related field or equivalent work experience.
10+ years experience in telecom solutions sales
Experience in designing and developing services and software solutions or equivalent work experience.
Experience in the Cloud Networking space required
Rewarding experience. Meaningful outcomes.
Making a difference in people’s lives through design and implementation of leading network technologies. That’s what motivates us.
A distinct way to work
Free thinking, free discussion, and collaboration are the norm. Expect more satisfying outcomes – both personal and professional.
Ciena values the diversity of our workforce and respects its employees as individuals, regardless of race, nationality, religion, sexual orientation, gender or age.
Ciena is also committed to developing inclusive, barrier-free selection processes and work environments. If contacted in relation to a job opportunity, you should advise Ciena in a timely fashion of the specific needs / accommodation measures which must be taken to enable you to be assessed in a fair and equitable manner. Information received relating to any specific needs / accommodation measures will be addressed confidentially.
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
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