Account Director Western

Job Description

Since 1992, Ciena has been driven by a relentless pursuit of network innovation. We believe in a network that grows smarter, more agile, and more responsive every day. This means that when you digitally interact in your world - picking up the phone, streaming video, texting a friend or loved one your interactions are being enabled by Ciena technologies. Ciena makes your social / entertainment / business existence REAL.Ciena is looking for a highly motivated and passionate Sales leader to position the sales of Ciena solutions in within Western India, working closely with the existing sales team. The individual will be responsible for positioning Ciena s leadership in packet optical, packet networking, Software Defined Networking (SDN), Network Function Virtualization (NFV) and orchestration solutions, as well as articulating Ciena Unique value propositionThis opportunity will be well suited to an individual who is motivated by developing new sales opportunities. The Individual will be responsible for

• CIENA sales to one of the most significant accounts within the CIENA customer base.
• Overall account management including the creation and execution of the strategic account plan, goal obtainment and revenue growth.
• Lead overall account strategy and matrix management of sales, services and other resources to ensure value-added benefits and deeper/wider reach into the customer.
• Driving on-site customer engagements, managing executive and Working level relationships
• Leading Existing project fulfillment working closely with delivery and services organization.
• Should take a consultative approach to selling and work toward a trusted advisor status serving as the executive contact across the customer on behalf of CIENA, communicating CIENA s unique value.
• Set the account strategy that drives new CIENA revenue through the ownership and implementation of an actionable, business-outcome based account plan
• Help develop strategic joint go to market plans and helps in developing and growing successful partnerships with these customers
• Manage tactical business while investing in larger, longer term strategic opportunities
• Maintain high touch & trusted advisor status with the customer establishing trust
• Maintain operational command of the business through forecast accuracy and demand generation
• Act as an inspired leader for a large extended team of direct/virtual resources to ensure consistent and effective team engagement and ensuring optimal usage of resources across management, supporting and partner organizations
• Prioritize various sales opportunities.
• Responsible for weekly status/progress and forecast reports
• Work with extended Ciena team, including Executive team, product marketing, product management, and sales operations to achieve sales and revenue objectives
• Thorough understanding of Ciena products and future portfolio

Required Skills

• At least 15 years of experience in technology sales into the large Indian Telco s ( 10 years Strategic Account Manager for large telco )
• Leadership qualities
• Experience of having led sales teams in the past for at least 3 years
• Proven experience managing in a matrix work environment
• Thorough understanding of the India service provider and DCI/GCN space
• Knowledge of SDN, NFV, & Orchestration and how they can benefit customers in this market segment
• The ability to demonstrate leadership in sales activities including experience in delivering customer presentations
• Understand customer needs
• Build strong customer relationships and support an overall sales strateg
• Team player and strong collaborator with superior verbal & written communication skills
• Background in packet optical & packet networking solutions and architectures
• Demonstrated track record of proven success within past sales roles
• Comfortable working with C level executives at large Indian Telcos and building necessary business relationships throughout the organization
• Knowledge and experience of Telecom Transport, Radio, Core & Network Technologies preferred
• Experience of leading and closing complex, large multi-vendor & Multimillion-dollar deals & Complex contracts
• Experience in developing Joint Go to Market Partnerships preferred
• Experience in negotiating large complex contracts preferred
• Established and referenceable relationships with key contacts in designated account(s)
• Highly trusted individual who maintains and expects high standards for self and team
• Self-starter with a high level of commitment and energy

Qualification

• Engineer- Prefererably in Electronics & Telecommunications
• MBA

About CienaCiena is a network strategy and technology company with a passion to provide an experience, to you and our customers that is as rewarding as the outcome. We attract the best and brightest those with outstanding talent, motivation, and the right attitude to contribute to our success. Our culture balances our openness and informality with professionalism and trust and is built on the foundation of our core values: Customer First, Integrity, Velocity, Innovation, and Outstanding People. Ciena enables everyone to have a voice and a network that supports them while on the journey to discovering their passion and purpose. We trust each individual to do what they can to reach their full potential and make an impact on the business, whenever, wherever they are in the world. With Ciena s highly innovative, forward-thinking business practices, we reward people for pushing the boundaries. Unlock your potential at Ciena!Being You CienaAs part of our commitment to diversity and inclusion, we want to foster an environment that values and respects all individual s strengths, perspectives, ideas, and ability to meet the needs of our customers globally. Ciena values the diversity of its workforce and respects its employees as individuals, regardless of race, ethnicity, religion, gender, age, national origin, disability, sexual orientation, veteran or marital status or any other category protected by applicable law. We do not tolerate any form of discrimination.Ciena is also committed to compliance with all fair employment practices regarding citizenship and immigration status. If contacted in relation to a job opportunity, you should advise Ciena in a timely fashion of the specific accommodation measures required for you to be assessed in a fair and equitable manner. ,

Keyskills :
software defined networkingnetwork function virtualizationcustomer relationsbusiness developmentproduct marketingsales operationsstrategystrategic accountadvertisingmarketing