Sr. Consultant Strategic Accounts
4 weeks ago
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Why Ciena:
- We are big proponents of life-work integration and provide the flexibility and tools to make it a reality with remote work and potentially, part-time work.
- We believe an inclusive, diverse, and barrier-free work environment makes for empowered and committed employees.
- We recognize the importance of well-being and offer programs and benefits to support and sustain the mental and physical health of our employees and their families and also offer a variety of paid family leave programs.
- We are committed to employee development, offering tuition reimbursement and a variety of in-house learning and mentorship opportunities.
- We know that financial security is important. We offer competitive salaries and incentive programs, RSU's (job level specific) and an employee share option purchase program.
- We realize time away to recharge is important. We offer flexible paid time off
- Great work deserves recognition. We have a robust recognition program, with ongoing and enhanced awards for exemplary performance.
Reporting to Senior Director, Strategic Accounts, as the Sr. Consultant Strategic Accounts, you will be responsible for establishing an overarching strategic account plan that will map the customer's Corporate goals to their initiatives and budget across IT, Network & Operations with the objective to differentiate Blue Planet's value proposition, develop and convert qualified pipeline.
- Executing on the Blue Planet GTM sales strategy which includes managing all customer interaction, driving solution level sales, and engaging key influencers and decision makers.
- Constantly finds ways to accelerate goal attainment and reduce time-to-market; think outside the box to drive creative outcomes as necessary
- Accurately set and manage both internal and external expectations required to drive long, complex and high-value sales cycles
- Build a customer pipeline while maximizing Blue Planet revenue streams & margins
- Deliver on quarterly and annual sales targets and business plans
- Develop strong customer relationships at all levels and across Business Units, IT, Network and Operations
- Commercial proposal development and managing all aspects of client facing negotiations
- Major influencer on our global product portfolio roadmap requirements, as well as our global marketing plans
- Initiative - you're a self-starter who works with limited direction and is committed to delivering against aggressive deadlines.
- A customer first mentality - what's important to the customer is also important to you.
- Agility - with an ability to flex between the strategic and tactical, you manage competing and ever-changing priorities and maintain a balanced and methodical approach to problem solving.
- Communication expertise - you possess the ability to tailor your message and ideas to the audience to ensure understanding and consensus.
- The flexibility to work independently and as part of a broader team - you thrive in a team environment, are comfortable working independently, and know how to get things done in a virtual environment.
- Relationship builder - with a proven ability to influence at all levels, you're able to quickly develop trusted connections and get work done through others.
- A commitment to innovation - you keep abreast of competitive developments and are always keen to formulate new ideas and problem solve.
- Minimum BS in technical field or equivalent experience
- Strong knowledge of the telecom industry technology, infrastructure, network management, automation/orchestration, inventory, and operational support/billing support (OSS/BSS) systems
- Have a minimum of 10 years' experience providing complex and high-value solutions to Tier 1 Communication Service Providers (CSPs) in North America.
- You demonstrate a sense of urgency and leadership about your business
- Proven history in working with large complex organizations, internal and external, in defining new OSS Use Cases and their value
- History of building win teams to drive world class results
- Ability to convey the defined value proposition to a variety of audiences ranging from engineers to CXO-level executives in a client-facing environment
- Have proven successful problem-solving skills
- Self-starter with a "can-do" attitude and be highly efficient at completing concurrent tasks with minimal guidance. Tenacity and ambition to succeed in an aggressive and dynamic environment
- Have the highest integrity and have earned the respect of peers, as well as being viewed as a team player, learning and respecting the roles and responsibilities of others in support roles
- Be proficient with MS Project, PowerPoint, Excel, and Word
- Be proficient with Salesforce.com
- Proven Success at building and hitting multi-million $ annual quotas
- Masters of Business Administration (MBA) with Sales and Marketing.
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At Ciena, we are committed to building and fostering an environment in which our employees feel respected, valued, and heard. Ciena values the diversity of its workforce and respects its employees as individuals. We do not tolerate any form of discrimination.
Ciena is an Equal Opportunity Employer, including disability and protected veteran status.
If contacted in relation to a job opportunity, please advise Ciena of any accommodation measures you may require.
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