49 applicants

Company

Original Job Post

Ciena · 2 days ago

Business Development Senior Manager, SD-WAN & Cloud

Georgia, United States

Full-time

Hybrid

Senior Level

$220K/yr - $351K/yr

Wonder how qualified you are to the job?

Maximize your interview chances

CollaborationDelivery

H1B Sponsorship

Growth Opportunities

Insider Connection @Ciena

Discover valuable connections within the company who might provide insights and potential referrals, giving your job application an inside edge.

Responsibilities

Develop and execute business development strategies to increase Ciena's existing Optical and Route/Switch product set and help expand into SD-WAN, SSE, SASE & Cloud market share solutions.

Hyperscaler/Cloud (AWS, Microsoft Azure, Google) based architecture knowledge on vRouter, NGFW, Multi-Cloud & SD-WAN/SASE solutions.

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 Optical, Carrier Route/Switch, 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, Microsoft Azure, or Google) and co-selling with them into the Telco or Enterprise market.

Manage channel partner sales pipeline, forecast their monthly sales, and help identify new business opportunities.

Knowledgeable of Versa Networks, Fortinet, Cisco, Velo Cloud portfolio would be beneficial.

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.

Support global consultants and account teams by enabling best practice business development, consulting, marketing, sales enablement, and model team values.

Assist global consultant teams to identify, qualify, and develop partnerships with service providers and network operators that align with the long-term strategy.

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.

Qualification

Find out how your skills align with this job's requirements. If anything seems off, you can easily click on the tags to select or unselect skills to reflect your actual expertise.

SD-WANSSESASEBusiness DevelopmentSales TargetsTime-to-MarketPerformance MeasurementProduct Life CycleNPI ProcessProject ManagementProblem-SolvingInfluenceCommunicationInnovationTeamworkStrategic thinkingBusiness acumenFinancial expertiseSoftware salesCreative approachMarket intelligenceHard-workingInterpersonalLeadership

Required

Firm understanding of pertinent telecommunication technology including optical transport (L1), Carrier Ethernet (L2), IP (L3), through (L1-L7) Software Defined Networking and Network Function Virtualization; including vRouter, NGFW, SDWAN, SASE, SSE technologies.

Knowledge of how market dynamics are driving change and exponential growth for cloud providers and Communication Service Providers.

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.

Skilled in all aspects of consultative sales and business development including strategy development, executive discussions, relationship development, market dynamics assessment, sales enablement, service(s) definition with monetization models, opportunity qualification and development, brokering direct field and partner sales connections, assistance with closure, and improving partner management and satisfaction.

Preferred

A strong ability to think strategically about business opportunities.

Strong business acumen and financial expertise.

Proven experience in software, hardware and services sales, including larger outcome-based solutions including SaaS models.

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 in complex deal negotiating with a creative approach where necessary.

Experience with Direct and Indirect sales strategy and Wholesale and Enterprise communication services GTM.

Experience with channel programs, channel policies and channel management.

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 prioritize, organize and operate in a fast-moving environment.

Management and leadership skills to drive activities to achieve business objectives.

Experience with working with the hyperscalers (AWS, Microsoft Azure or Google) and co-selling with them into the Telco or Enterprise market.

Knowledgeable of Versa Networks, Fortinet, Cisco, Velo Cloud portfolio would be beneficial.

Benefits

Medical, Dental, and Vision Plans

401(K) (USA) & DCPP (Canada) with Company Matching

Employee Stock Purchase Program (ESPP)

Employee Assistance Program (EAP)

Company-Paid Holidays

Paid Sick Leave

Vacation Time

Paid Family Leave and Other Leaves of Absence

Company

Ciena

Glassdoor

4.3

Ciena collaborates with customers to unlock the strategic potential of their networks and and change the way they perform and compete.

Founded in 1992

Linthicum Heights, Maryland, USA

5,001-10,000 employees

http://www.ciena.com

H1B Sponsorship

Ciena has a track record of offering H1B sponsorships. Please note that this does not guarantee sponsorship for this specific role. Below presents additional info for your reference. (Data Powered by US Department of Labor)

Distribution of Different Job Fields Receiving Sponsorship

Trends of Total Sponsorships

2023 (31)

2022 (38)

2021 (31)

2020 (37)