Global CMS Business Development Manager

2 days ago

Plano, Texas, United States Ciena Communications, Inc. Full time

At Ciena Communications, Inc., we are committed to prioritizing a personalized and flexible work environment that empowers an individual's passions, growth, wellbeing, and belonging. As a technology company that leads with our humanity, we drive our business priorities alongside meaningful social, community, and societal impact.

This role can be located anywhere in the World and offers a unique opportunity to work with a matrix team of consulting sales professionals responsible for partnering with Service Providers and Network Operators around the world to drive long-term service provider and operator growth.

The Global Carrier Managed Service (CMS) Business Development Manager works in collaboration with a cross-functional team including Account Management to strengthen partnerships, develop new business opportunities, and accelerate sales performance with Ciena's CPN CMS Partners.

Key Responsibilities:

  • Meet, complete and/or exceed quarterly and annual management objectives, financial bookings, and margin targets.
  • Assist and work with the global teams in driving CMS execution to continually improve the value provided to strategic Service Provider and Network Operator partners in a changing market.
  • Continuously evolve existing services and launch new revenue-generating carrier managed services underpinned by Ciena technology and with alliance partner(s) technology.
  • Leverage and enhance consultancy approach and methodology to support service creation and monetization into target Service Provider partners.
  • Build new and evolve existing programs that create scale to support monetization efforts and value to partners and Ciena.
  • Collaborate between the CMS team members and product units to achieve partner/provider outcomes.
  • Support global consultants and account teams by enabling best practice business development, consulting, marketing, sales enablement, and model team values.
  • Assist in resource priorities and market development fund investment to achieve short and long-term sales growth.
  • Assist global consultant teams to identify, qualify, and develop partnerships with service providers and network operators that align with the long-term strategy.
  • Provide business development and thought leadership initiatives to drive new opportunities and evolve existing services with executive leadership in service providers and operators.
  • Support the global consultant teams to effectively develop sales enablement strategies to grow managed services sales with service providers in both their direct and indirect salesforces.
  • Work with program teams and thought leadership teams in standardizing service offers we bring to the market.
  • Foster innovation within teams to find new ways to drive positive partner value.
  • Collaborate with Program teams to tie CMS-based initiatives into value chain of the partner program.
  • Develop CMS content to support and deliver collaboration workshops within global matrix teams, account teams, and potential partners; incorporating GTM synergies to support partner and Ciena initiatives.

Requirements:

  • At least 8+ years' experience working in or with Telecommunication service providers and network operators in Sales, Channel Sales, Business Development, Product Management, or Consulting.
  • Ideal candidate will have a minimum of 3 years in a telecommunications consulting role or consulting experience.
  • Experience in the Telecommunications eco-system including Global Carriers, Tier 1 Operators, Tier 2 Operators, Regional Service Providers, MSOs, Submarine Operators, Indirect channel, DC Operators, and Cloud Providers.
  • Experience with Service Provider/Network Operator Product Development Lifecycle and requirements to develop, launch, operationalize, and enable the GTM with new carrier managed services.
  • Experience with Direct and Indirect sales strategy and Wholesale and Enterprise communication services GTM.
  • Experience with channel programs, channel policies, and channel management.
  • Bachelor's degree or equivalent relevant work and leadership experience.

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