Sales Consultant, APJ Subsea

Ciena is committed to our people-first philosophy. Our teams enjoy a culture focused on prioritizing a personalized and flexible work environment that empowers an individual’s passions, growth, wellbeing and belonging. We’re a technology company that leads with our humanity—driving our business priorities alongside meaningful social, community, and societal impact.

• This position is responsible for leading Sales and Business Development activities of major Asia Pacific Japan Direct and Consortium Subsea accounts and managing the overall business relationship between Ciena and the customer.
• The Sales Leader is responsible for developing strong customer relationships that negate competitive infiltration into the account and provide customer intimacy at ‘C’ level.
• We are looking for a highly motivated, results oriented, experienced leader with strong account strategy and large system sales background.
• Candidate must have strong interpersonal and presentation skills, possess the ability to handle many competing priorities within customer accounts and possess a strong focus to drive new business while exceeding quarterly and annual order, revenue and margin targets.
• Strong focus on execution and sales strategy together with the ability to maintain and expand opportunities in the existing pipeline. Ownership of senior relationships throughout the Accounts at both an external and internal perspective.

• Responsible for leading, devising and executing sales strategy and account planning to meet/exceed sales/booking/margin quota.
• Build and implement account strategy plans that best position Ciena to maximise its revenue streams and margins in accordance with company expectations.
• Be able to initiate, develop and maintain strong customer relationships at all levels to include executives.
• Participate in setting strategy and tactics for each specific sales objective.
• Advanced knowledge of the competitive landscape and the Asia Pacific and Japan subsea market.
• Overall responsibility for the sales and fulfilment process associated with the global activities.
• Qualify new business opportunities working with Legal and Commercial departments to determine risk profiles against revenue upsides.
• Responsible for Salesforce management along with weekly status/progress and forecast reports that includes forecasting at monthly and quarterly periods.
• Work collaboratively with extended Ciena team, including executive team, product marketing, product management, and sales operations to achieve sales and revenue objectives.
• Develop and maintain a thorough understanding of Ciena products and future portfolio.

• A minimum of 3 years major Account / Global Account management / sales experience and performance track record.
• 5+ years sales, system engineering, product management or combination preferred. Business or Science/Engineering Degree in technical field or equivalent experience.
• Strong Technical knowledge of optical with a sound understanding of subsea networks a strong asset.
• Sound understanding of a subsea customers network requirements, operational and capital expenses planning and total cost of ownership models.
• General knowledge of transmission systems, data networks, optics, and network management.
• Detailed knowledge of Ciena products. (Or the ability to understand).
• Experience in leading complex sales strategy and methodology.
• Good communication ‘C-Level’ business communication skills.

• Experience in Asia Pacific Subsea in particular Consortium and Large Service Provider customers.
• Knowledge of Submarine consortium and relevant global service provider organisation structure and decision processes.
• Keen awareness of market intelligence with respect to competitors across Asia Pacific and Japan and globally.
• An understanding of Wet Plant, SLTE and Transponder architectures and evolution.
• Strong Consultative leadership skills, with ability to influence stakeholder organizations across the globe to deliver results.
• Must be able to prioritize and work well under pressure with the experience and capability to work without direct control.
• MBA and/or advanced technical degree.
• Strong 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.
• Exemplary communication skills - ability to create presentations and deliver to customers on solutions offerings.
• Strong understanding of large global account sales and ability to think strategically about new business opportunities. Ability to make sound and tough judgments.
• Willingness to travel for business and customer meetings as required with expected travel requirements up to 50%.

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At Ciena, we are committed to building and fostering an environment in which our employees feel respected, valued, and heard. Ciena values the diversity of its workforce and respects its employees as individuals. We do not tolerate any form of discrimination.

Ciena is an Equal Opportunity Employer, including disability and protected veteran status.

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