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Strategic Account Manager

2 months ago

Baltimore, Maryland, United States Ciena Full time

About Ciena

Ciena is a technology company that prioritizes its people-first philosophy, fostering a culture that empowers individual growth, wellbeing, and belonging. Our teams enjoy a personalized and flexible work environment that drives business priorities alongside meaningful social, community, and societal impact.

Job Summary

We are seeking a highly skilled Strategic Account Manager to lead and own Regional Service Providers, 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 negate competitive infiltration into the account, and build customer intimacy and sales execution within all levels of the customer organization, including the 'C' level.
  • Initiate and develop strong customer relationships at all levels to include 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 the global activities.
  • Manage and report the business through tools such as meetings with leadership and cross-functional support teams, along with weekly status/progress reports.

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 a detailed understanding of Ciena products and future portfolio.

Preferred Qualifications

  • 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, coupled with the ability to make sound - and tough - judgment calls.
  • 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. Please note that the pay range information provided in this posting pertains specifically to the primary location, which is the top location listed in case multiple locations are available.

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.