Ciena · 23 hours ago
Consultant, CMS Business Development
United States
Full-time
Remote
Senior Level, Lead/Staff
$196K/yr - $323K/yr
8+ years expCiena is a global leader in high-speed connectivity, committed to a people-first approach. The CMS Business Development Consultant is responsible for consulting and partnering with named Service Providers and Network Operators in the US to drive long-term growth for both Ciena and its partners.
CollaborationDeliverySoftwareTelecommunications
Hiring Manager
Whitney Hatchett
Responsibilities
Develop and launch new services with Service Provider Partners
Drive partner orders to target and YoY Growth
Leverage consultancy approach to provide service creation and monetization support into target service provider partners
Lead business development and thought leadership initiatives to drive new opportunities and evolve existing services with our partner executive leadership teams
Identify target market segments, quantify market opportunity, assess the competitive landscape to engage with an insight-based selling approach. Proactively takes steps to capitalize on managed service opportunities presented by market opportunity
Deliver strategic consulting and business case development to execute the existing service evolution and new service creation process to launch new Ciena powered Carrier Managed Services
Develop market assessments and TCO/ROI business cases to justify investment. Lead the feasibility and business case assessments
Engage with key partner sales and marketing executives to create and maintain strong relationships with our partners
Developing personalized strategic business plans for each partner. Conduct annual business planning, and quarterly reviews with partner liaisons to measure and drive revenue growth
Engage Senior Sales Leadership and define strategy annually to grow Monthly Recurring Revenue of Ciena Powered Carrier Managed Services
Prioritize resources, OPEX and market development fund investment to achieve short and long-term sales growth
Align and engage internal Ciena resources to build out and drive a long-term managed services strategy. Communicate back to account management team and sales VP’s key information that will help drive stronger corporate relationships with the partner and Ciena
Develop a sales training and enablement strategy for multiple partners and customers that is non-technical and focused on evangelizing Ciena solutions that are built on the partners service platform(s)
Develop content and lead sales training events to help relevant Direct and Indirect Sales teams grow Monthly Recurring Revenue
Monitor and report progress against business targets throughout the duration of engagements
Qualification
Required
Must have at least 8 years' experience working in or with Telecommunication Service Providers in Sales, Channel Sales, Business Development, Product Management or Consulting
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 the requirements to develop, launch, operationalize, and enable the GTM of a new carrier managed service
Experience with channel programs, channel policies and channel management
Skilled in all aspects of consultative sales and business development. End to end including strategy development, executive discussions, relationship development, market dynamics assessment, service(s) definition with monetization models, opportunity qualification and development, brokering direct field sales connections, assistance with closure, and improving partner satisfaction
Must be proactive, energetic, demonstrates initiative & results oriented. Commitment to customer centricity, with a strong capability to advocate on behalf of customer needs and pain points
Must have strong collaboration skills to align cross-functional internal and external teams towards partner outcomes
Able to influence as a change agent capable of leading organizational transformations by overcoming internal and external barriers to success
Strong business acumen and deep telecommunications managed services market knowledge
Exceptional written and oral communication skills with extensive experience presenting a broad range of materials and storytelling to influence stakeholders including C suite
Adept at collaborating with key stakeholders, managing conflict, resolving issues and escalating where appropriate to deliver a best-in-class partnership experience
Experience using financials models to translate the solution benefits into financial business case justification for customer transformation
Effective interpersonal communications, emotional intelligence, active listening, and collaboration skills
Preferred
Business degree or undergraduate degree in Engineering, Computer Science or Information Technology with MBA or equivalent relevant work and leadership experience
Preferred project management certification
Preferred relevant certifications on optical transport (L1), Carrier Ethernet (L2), IP (L3), Software Defined Networking and Network Function Virtualization
Benefits
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
Vacation time
Paid Family Leave
Company
Ciena
Ciena collaborates with customers to unlock the strategic potential of their networks and and change the way they perform and compete.
5001-10000 employees
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
Represents job field similar to this job
Trends of Total Sponsorships
2025 (34)
2024 (21)
2023 (36)
2022 (44)
2021 (30)
2020 (29)
Funding
Current Stage
Public CompanyTotal Funding
unknown1997-02-07IPO
1995-12-01Series C
1994-12-01Series B
Leadership Team
Gary Smith
President & CEO
Kevin Kimberlin
Co-Founder
Recent News
2026-01-06
2026-01-03
Company data provided by crunchbase