Sales Technology Consultant

1 month ago

Alpharetta, 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 offers leading network infrastructure solutions, intelligent software and a comprehensive services practice to many of the largest, most reliable and sophisticated Internet content provider, service provider, enterprise, government, and research and education networks across the globe.

Achieve your ideal career at the forefront of innovation with Ciena. We know the importance of life outside of work, which is why our employees enjoy flexible paid time off and the freedom of working remotely. Ciena empowers our teams with competitive salaries and incentives, community volunteer programs, professional development resources, and support for our mental and physical health-all experienced within a diverse and inclusive culture. To put it simply, we're a technology company driven by our humanity.

How You Will Contribute:

Ciena is seeking a dynamic and seasoned professional to fill the role of Sales Technology Consultant. This role an exciting opportunity to take ownership, define, and revolutionize Ciena's global technology, processes, and analytics approach related to our sales/buyer journey. The individual in this position will be instrumental in enhancing the efficiency and effectiveness of our sales operations on a global scale.

The Sales Technology Consultant will be entrusted with the critical task of developing and implementing global sales technologies and processes that provide sales teams with a comprehensive view of data from all customer engagements, fast access to collateral for sales teams and their customers, and data-driven insights. This role involves using Agile principals in close collaboration with global sales teams and other stakeholders in marketing, services, and IT.
  • Atrusted advisor for the customer-facing organization, as well as the major corporate functions in the business that participate in the selling motion and direct customer engagement,
  • Define and prioritize buyer journey related initiatives while leveraging emerging industry trends, such as digital transformation and AI by working with vendors and other key stakeholders. By applying these innovative techniques, you will provide additional benefits to our sales teams, offering innovative technologies and streamlined processes that minimize sales administrative and technology burden, and
  • Deliver globally significant, high-impact initiatives. These initiatives will shape our sales organization's future and have a substantial impact on Ciena's business operations.
The ideal candidate for this role is a seasoned professional with a proven record of accomplishment in sales technology, process improvement, and data analytics. An ability to demonstrate strong strategic thinking skills and excellent communication abilities are required, along with possessing a passion for driving sales innovation in a rapidly growing industry.

This role offers an exciting opportunity to significantly impact Ciena's global sales operations. Join us at Ciena to help our sales teams continue to lead the industry in optical and routing systems, services, and automation software.

What Does Ciena Expect of You?
  • Initiative - you're a self-starter who works with limited direction and is accountable for resolving issues quickly and delivering against aggressive deadlines.
  • Relationship builder - you're capable of building trusted internal and external working relationships quickly and influencing thinking and outcomes.
  • Customer first - what's important to the customer is equally important to you. You make understanding their needs, expectations and circumstances a priority.
  • A high level of comfort in working independently or as part of a diverse and matrixed team network.
  • You embrace change - thriving in a multi-faceted environment of ever-changing and often competing priorities.
  • Communication expertise - you possess the ability to clearly articulate technical issues and tailor your message to the audience to ensure understanding and agreement.
  • A dedication to ongoing learning - with a desire to continuously expand your knowledge and explore emerging learning techniques and technologies.
The Must Haves:

This role requires execution excellence in delivering, enhancing, and improving processes and workflows, content production, and training, leading to higher effectiveness and efficiency of a high-performing global sales organization.
  • Buyer Journey Expert
    • Own, and serve as subject matter expert to peers on the Ciena global buyer journey technologies, processes, and workflows
    • Own the alignment with other functions/organizations including marketing, supply chain, back-office support, and services to ensure all customer interactions can be mapped to business goals
    • Own the buyer journey related roadmap and delivery
    • Work with Sales, IT, and other stakeholders in customer engagement globally to ensure processes and workflows meet their needs and minimize their admin burden
    • Conduct regular interactions with customer-facing stakeholders in sales, marketing and services for requirements gathering, agreeing to outcomes, prioritizing of initiatives, facilitating POC testing and providing initiative updates
    • Communicate appropriately at all sales team and sales leadership levels
    • Implement globally impactful solutions that lead to deeper sales insights and greater sales success based on a complex business environment
  • Customer Engagement Focus
    • Develop data views at the customer, account and contact level that leverage data produced from our customer interactions and external sources that are useful for sales teams
    • Develop a means to deliver the right content from business stakeholders to Sales to use for their selling motion internally and with customers at the right time in the sales motion
    • Use data analytics and AI functions to provide benefit for sales teams in their internal work and customer interactions
    • Show sales teams the breadth, depth, impact, and frequency of their customer engagements whether in person, via video conference, email, or calls
  • Buyer Journey Product Owner
    • Perform the Product Owner role for buyer journey related sales technologies and processes
    • Work on multiple buyer journey initiatives in parallel for incremental and impactful delivery of value to the sales teams
    • Work in an Agile team including the Product Manager, IT business analysts, developers, and architects to deliver solutions that match business requirements
    • Conduct discovery meetings with stakeholders to understand the business need and pain points and business outcomes required and articulate this in detail to IT in JIRA
    • Use a process focused approach to then apply technology solutions that create efficiencies for sales teams
    • Own and drive the roadmap of buyer journey initiatives and work with IT to develop appropriately-sized JIRA stories to deliver new capabilities
    • Be decisive on issues that come up during IT development that balance execution with quality that best benefits the stakeholders
    • Produce communications including FAQs, videos, and other guidance collateral for the launch of new tools and processes
    • Work with Sales Enablement colleagues on finalizing communications and timing of launches
    • Provide training for the sales teams and supporting functions on sales technology and process enhancements
    • Develop and maintain reporting and dashboards on efficiency, effectiveness, and adoption


Assets:
  • Applied experience in developing and maintaining buyer journey technologies, processes, workflows, and relevant documentation
  • Successful, hands-on experience as an Agile Product Owner and leader of company-wide programs, cross-functional collaboration, and the ability to input to and execute a strategic plan
  • Knowledge of Salesforce and other sales platforms applied to complex and long sales cycles
  • Ability to evaluate complex and diverse needs across sales and make decisions based on buyer journey expertise
  • Ability to work with and advise sales leaders, their teams and sales supporting functions such as marketing, supply chain, finance, legal, commercial management, and services
  • Effective communication, relationship building, self-organization and time management skills
  • Ability to help develop structured plans, actions, and metrics for the buyer journey
  • Ability to report on success metrics to demonstrate concrete and measurable results
  • Minimum 4 years in a role owning the buyer journey and experience working in adjacent customer-facing roles such as sales, sales enablement, commercial management, or sales engineering
  • Experience implementing successful sales process/methodology/sales playbook initiatives
  • Experience in global process transformation projects across multiple functional teams, working collaboratively, and achieving measurable results
  • Experience working with IT teams in an Agile working environment as a Product Owner
  • Network / Telecom industry experience
  • Bachelor's or master's degree or equivalent experience


#LI-WH1

#LI-Remote

Not ready to apply? Join our Talent Community to get relevant job alerts straight to your inbox.

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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