Note: The job is a remote job and is open to candidates in USA. Ciena is a global leader in high-speed connectivity, and this Account Manager role is critical to executing the go-to-market strategy for a large U.S.-based Tier-1 service provider account. The position manages relationships with value-added reseller (VAR) partners while driving purchase order, revenue, and customer engagement objectives.
Responsibilities
- Develop a strategic and commercial plan with VAR partners that encompasses Ciena’s hardware, software, and services portfolio
- Facilitate alignment between the Tier-1 service provider, VAR partners, and Ciena global sales leadership across a complex, high-value account
- Own a forecasting process that aligns Tier-1 service provider and VAR partner demand with supply chain and demand planning teams
- Monitor inventory consumption at the Tier-1 service provider and VAR partners and track performance against forecast
- Ensure VAR partners maintain purchase order coverage aligned with Ciena lead times and delivery intervals
- Deliver bookings, revenue, and margin results for the account team and Ciena
- Represent the business internally and externally through executive presence, communication, and collaboration
Skills
- Education: Bachelor's degree required; advanced business degree or equivalent experience strongly preferred
- Experience: 5+ years in a telecom/networking sales or sales operations role with demonstrated ability to create account plans and deliver results
- Application of Tier-1 service provider purchasing, supply chain, and inventory management processes
- Telecom infrastructure experience (preferably optical and/or routing and switching) and/or experience with complex sales involving large service provider networks
- Track record of driving revenue growth, market share expansion, and gross margin improvement
- Experience in forecasting and demand planning of networking and computer hardware, including utilization of Salesforce or other industry-leading CRM systems
- Exceptional communication, collaboration, and stakeholder-management skills
- US based, preferably in the Dallas, Atlanta, or New Jersey area
- Experience in accounts management with complex, multi-year investment cycles
- Background selling through both direct and partner or indirect channels
- Education: MBA or equivalent advanced business education
- Experience driving transformational platform refresh or replacement programs within customer networks
- Demonstrated ability to introduce innovative approaches that deliver value beyond the scope of the role
Benefits
- 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
- Comply with all applicable laws regarding Paid Family Leave and other leaves of absence
- Non-Sales employees may be eligible for a discretionary incentive bonus
- Sales employees may be eligible for a sales commission
Company Overview
Company H1B Sponsorship