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Strategic Account Manager

2 months ago

Baltimore, Maryland, United States Ciena Full time
About the Role

Ciena is committed to fostering a culture that prioritizes individual growth, well-being, and belonging. As a technology company, we drive our business priorities with a focus on social, community, and societal impact.

This role is a key part of our team, responsible for leading Regional Service Providers and managing the overall business relationship between clients, the sales organization, Ciena's executive team, product marketing, and product management.

Key Responsibilities
  • Develop strong customer relationships that prevent competitive infiltration and build customer intimacy and sales execution within all levels of the customer organization.
  • Initiate and develop strong customer relationships at all levels, including executives, and hold responsibility for direct sales activities requiring bookings/revenue/margin presentations at all levels of management.
  • Play a key role in setting strategy and tactics for each specific sales objective, prioritizing sales opportunities and retaining overall responsibility for the sales and fulfillment process associated with global activities.
  • Manage and report business performance through tools such as meetings with leadership and cross-functional support teams, along with weekly status/progress reports.
What We're Looking For
  • Relationship Builder: You possess the ability to build trusted, long-term relationships quickly.
  • Agility: You are able to manage competing, time-sensitive, and ever-changing priorities.
  • Problem Solver: You have the ability to assess customer requirements and technical issues and identify optimal solutions.
  • Flexibility: You are able to work independently and as part of a broader team.
  • Savvy Communicator: You understand how to tailor your communications and proposals to specific audiences.
  • Sense of Urgency: You prioritize getting things done and make customer needs a priority.
  • Ability to Stay Current: You stay up-to-date on new technologies, architectures, and customer applications.
  • Commitment to Learning: You are committed to learning about Ciena's products, competitor offerings, and customer concerns.
Requirements
  • Business or Science/Engineering degree in a technical field or equivalent experience.
  • Regional/major account/global account management experience.
  • Extensive experience in system sales or system engineering or product management.
  • Extensive experience in Layer 1, Layer 2, and/or Layer 3 networking experience.
  • Demonstrated knowledge of the competitive landscape and the regional business market.
  • Proven experience with complex sales methodology.
  • Existing or ability to become an expert in Ciena products and future portfolio.
Assets
  • MBA and/or advanced technical degree.
  • Proven understanding of markets, including market segmentation and service providers.
  • Advanced knowledge of the competitive landscape and the L0-L3 network infrastructure, both hardware and software.
  • Software and Professional services experience.
  • Demonstrated understanding of regional and/or major account sales and ability to think strategically about new business opportunities.
  • Keen awareness of market intelligence with respect to competitors in North America and globally.
  • Budgetary assessment and planning experience to enable succinct forecasting at weekly, monthly, and quarterly intervals as required.
Compensation and Benefits

The annual pay range for this position is $222,100 - $366,900 USD.

Pay ranges at Ciena are designed to accommodate variations in knowledge, skills, experience, market conditions, and locations, reflecting our diverse products, industries, and lines of business.

Non-Sales employees may be eligible for a discretionary incentive bonus, while Sales employees may be eligible for a sales commission.

In addition to competitive compensation, Ciena offers a comprehensive benefits package, including medical, dental, and vision plans, participation in 401(K) (USA) & DCPP (Canada) with company matching, Employee Stock Purchase Program (ESPP), Employee Assistance Program (EAP), company-paid holidays, paid sick leave, and vacation time.

We also comply with all applicable laws regarding Paid Family Leave and other leaves of absence.