Account Director

As the global leader in high-speed connectivity, Ciena is committed to a people-first approach. Our teams enjoy a culture focused on prioritizing a flexible work environment that empowers individual growth, well-being, and belonging. We’re a technology company that leads with our humanity—driving our business priorities alongside meaningful social, community, and societal impact.

Your Role

This position is responsible for leading Major Business Account and managing the overall business relationship between Ciena and Client.

The Business 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 existing pipeline. Ownership of senior relationship throughout the Account at both an external and internal perspective.

Your Responsibilities

• Responsible for Leading, devising and executing sales strategy and account planning to meet/exceed sales/booking/margin quota
• Build and implement account strategy plan that best positions CIENA to maximize its revenue streams and margins in accordance with company expectations.
• Be able to initiate and develop 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 regional business market
• Overall responsibility for the sales and fulfilment process associated with the global activities.
• Prioritize various sales opportunities.
• Responsible for SFDC management along with weekly status/progress and forecast reports.
• Work 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
• Responsible for direct sales activities requiring Bookings/Revenue/Margin presentations at all levels of management
• Leadership position across all disciplines required to develop and maintain the customer
  
  

Minimum Requirement

• Minimum Business or Science/Engineering Degree in technical field or equivalent experience
• A minimum of 3 years previous major Account / Global Account management experience essential.
• 10+ years system sales, system engineering, product management or combination preferred.
  
  

Preferred Requirement

• Prefer 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 – desirable
• Strong Business / Executive Communication skills essential
• Strong understanding of large global account sales and ability to think strategically about new business opportunities. Ability to make sound – and tough - judgments.
• Keen awareness of market intelligence with respect to competitors – in Australia and globally.
• Budgetary assessment and planning to include forecasting at monthly and quarterly periods.
• High pressure short timescale mentality that still maintains a balanced and methodical approach to problem solving.
• Experience in Complex Sales methodology.
  
  

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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.

If contacted in relation to a job opportunity, please advise Ciena of any accommodation measures you may require.

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