Business Development Senior Manager, SD-WAN

3 weeks ago

Plano, United States Ciena Full time

Ciena is committed to our people-first philosophy. Our teams enjoy a culture focused on prioritizing a personalized and flexible work environment that empowers an individual's passions, growth, wellbeing and belonging. We're a technology company that leads with our humanity-driving our business priorities alongside meaningful social, community, and societal impact.

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Ciena is seeking a dynamic and result-oriented Cloud, SD-WAN & SASE Business Development Manager to join our team. This role will be responsible for identifying new business opportunities, driving sales growth, provide enablement and foster relationships within Ciena as well as with customers and partners.This roleworks in collaboration with a cross-functional teams including Account Management, PLM, and Marketing to strengthen partnerships, develop new business opportunities, and accelerate sales performance.

  • Develop and execute business development strategies to increase Ciena's SD-WAN, SSE, SASE & Cloud market share
  • Hyperscaler/Cloud (AWS, Microsoft Azure, Google GCP) based architecture knowledge on vRouter, NGFW, Multi-Cloud & SD-WAN/SASE solutions.
  • Identify, evaluate, and pursue potential business opportunities.
  • Develop strong relationships with customers, partners, and stakeholders to understand their needs and propose tailored solutions.
  • Sell To and Sell with the carrier managed service providers to end users through Ciena's framework.
  • Analyze market trends and competitors and accordingly develop sales plans with each channel partner to increase brand awareness through increased revenue outcomes.
  • Collaborate with cross-functional teams, including Sales, Marketing, PLM and engineering, to develop and deliver vRouter, NGFW, Multi-Cloud & SD-WAN/SASE solutions.
  • Stay updated with industry trends, competitor activities, and advancements in cloud and SD-WAN/SASE technologies.
  • Conduct regular sales forecasts and performance updates to the senior management team.
  • Experience with working with the hyperscalers (AWS, Azure or Google) and co-selling with them into the Telco or Enterprise market.
  • Provide technical expertise and support during the sales process, including answering technical queries, conducting product demonstrations, and providing training.
  • Manage channel partner sales pipeline, forecast their monthly sales and help identify new business opportunities.
  • Knowledgeable of Versa Networks, Fortinet, Cisco, Velo Cloud or Vyatta's portfolio would be beneficial.
  • Manage sales activities of partners to generate revenue including field marketing and prospecting campaigns to develop pipeline to meet quota expectations.

What Does Ciena Expect of You?

  • You're a provenrelationship builder -you know how to build trusted and long-term customer relationships quickly.
  • Proven sales expertise- you know how to readily identify new business opportunities, close the deal and effectively manage regional, large and strategicaccounts.
  • Collaborator -you possess the ability y to lead, direct and collaborate with global teams in a highly matrixed and cross-functionalenvironment.
  • Agility- you are readily able to manage competing and ever-changing account priorities and maintain a balanced and methodical approach to problem solving.
  • Business acumen- you will have detailed knowledge of Ciena's products, the competitive landscape and an in-depth understanding of sales cycle and stage requirements.
  • Communication expertise- you can effectively tailor a message/articulate a value proposition to an audience to enable engagement at all levels of an organization, i.e., able to communicate a good blend oftechnology/networkingtrends, as well as an understanding of customer priorities and business outcome objectives as well as the business value of Ciena solutions.
  • Theability to influence- you're capable of working with internal stakeholders to drive decision-making and strategic thinking, and with external stakeholders to influence the adoption of Ciena solutions.
  • A commitment to learning- you keep abreast of the market and competition and use that information to Ciena's advantage.

The Must Haves:

  • Deep understanding of SD-WAN, SSE, SASE and Cloud hyperscaler network based technologies.
  • Knowledge of how market dynamics are driving change and exponential growth for cloud providers and SD-WAN/SASE
  • A drive based on Business Development in both existing and emerging Accounts & Partners that offer high regional growth potential.
  • The ability to constantly deliver superior performance against sales targets.
  • The ability to constantly find ways to accelerate goal attainment and reduce time-to-market, along with the ability to measure and track key business results and processes against set targets and, against the competition.
  • Displays influence as a change agent capable of overcoming internal and external barriers to success.
  • In depth knowledge of service provider and network operator product life cycle and NPI process.
  • Ability to drive thought leadership and influence in a matrixed environment with diverse cross-functional teams and a broad range of functions and stakeholders.
  • Innovative, politically astute and able to thrive in an intense, demanding, growth-minded business landscape.
  • Ability to communicate complex technology solutions in simple terms for applicable industry customers and partners.
  • Strong project management skills with an ability to work within a team to prioritize and execute multiple business development initiatives simultaneously.

Assets:

  • A strong ability to think strategically about business opportunities.
  • Strong business acumen and financial expertise.
  • Proven experience in Software sales and Cloud
  • Experience in complex deal negotiating with a creative approach where necessary.
  • Excellent presentation and communication skills.
  • A keen awareness of market intelligence with respect to competitors and the customer base.
  • Strong interpersonal skills and the ability to handle many competing priorities.
  • A strong ability to priorities, organize and operate in a fast-moving environment.
  • Management and leadership skills to drive activities to achieve business objectives

#LI-WH1

#LI-Remote

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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 anEqual 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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