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AT&T Packet Networking Sales Leader (Remote)

Ciena Corporation

This is a Full-time position in Remote - US posted May 26, 2020.

Location: Remote – US

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.  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.

What will you do at Ciena?

As a member of the Ciena AT&T sales team, the candidate will manage and lead sales plans that are focused on

delivering comprehensive packet networking solutions focused on expanding existing opportunities and acquiring new expansion revenue growth. Position requires:

  • Strong account strategy and solution selling skills
  • Packet & IP networking solution acumen
  • Highly self-motivated individual with strong interpersonal skills
  • Ability to handle many competing priorities
  • Strong focus on winning new business and expanding incremental growth opportunities across Ciena’s Packet Networking portfolio

Ideal location for this hire is Southern California. Willing to hire remote US.

Responsibilities

  • Responsible for developing strong customer relationships that negate competitive advancement and infiltration into AT&T.
  • Establish trusted relationships with key customer contacts and across the account team.
  • Identify & drive new business initiatives that increase Ciena’s market share and drive long-term growth for the Packet Networking portfolio.
  • Build and implement account / territory plans that best position Ciena to maximize its revenue streams and margins in accordance with company expectations.
  • Maintain industry knowledge of the competitive landscape.
  • Work collaboratively in cross-functional teams to build winning sales, engineering and marketing strategies.

General Activities

  • Identify & Develop packet solution sets which influence and/or support customer business strategies.
  • Serve as a commercial and technical solution thought leader for packet technologies providing guidance to the account team to achieve business objectives.
  • Lead in the preparation of quotes, RFX’s and forecasts, assisting in the development of pricing strategies and incentives to win business.
  • Identify new addressable markets and/or vertical market segments.
  • Identify & Consolidate feature requests for strategic packet networking projects/opportunities, providing input on prioritization and providing feedback to product and development organizations.  Lead follow-up to these innovations from development through implementation to create measurable positive impact and successful business outcomes.
  • Travel a significant amount of time in the U.S. & Canada to engage and build customer relationships and execute on new business initiatives.

Collaboration with stakeholders

  • Collaborate both within the direct account team and extended Ciena teams to align packet initiatives to substantially increase packet relevance in to AT&T.
  • Provide insight and leadership to help focus sales efforts to opportunities with the highest probability of success based on technical analysis of customer requirements and business goals.
  • Collaborate, partner and leverage all stakeholders including Sales and Systems Engineering, Global Alliances, Marketing, Global Product Group, and the Ciena senior leadership team to drive long-term revenue growth for packet solutions.

Experience

  • Self-starter, capable or ‘owning’ areas of responsibility and involving senior management for necessary issues.
  • Results oriented individual, confident, motivated with honesty / integrity / ethics.
  • Excellent presentation skills. Highly effective communication skills (verbal and written) when interacting with both technical and non-technical customers and stakeholders.
  • Strong business and technical acumen.
  • Strong problem solving and organization skills. Creative and innovative approach to complex sales and deal structures.
  • Strong interpersonal skills, ability to handle many competing priorities.
  • Requires 50% US and Canada travel.
  • Ability to build and maintain executive relationships internally and externally.
  • Bachelor’s degree or equivalent relevant years of experience.
  • Greater than 4 years of sales, sales engineering, customer facing experience, preferably within the networking vendor industry and the AT&T account.
  • Packet networking & IP networking experience and aptitude.
  • Proven success and strong track record of winning within complex selling environments.  
  • Experience with / Clear understanding of Tier 1 carrier business drivers, objectives and strategies.
  • Experience / Understanding of Salesforce.com for opportunity management and forecast reporting.
  • Knowledge of SDN, NFV, Packet Network, Optical Networking, Data Center Interconnect, 5G Wireless Networking and emerging technologies.