Senior Director - Business Operations - Ciena - Richardson

Job description
The Major Account Commercial Operations leader is responsible for providing a strategic infrastructure that supports all commercial elements of our business with a major account with a particular focus on:
Driving the commercial aspects of our sales transactions including deal financials, proposals, contracts, etc.
Maximizing the productivity and effectiveness of the account team through the timely provision of information, insights and support that enables the business to achieve the financial targets (bookings, revenue, margin, cash)
Effectively supporting the account team by facilitating the creation of a 3 year plan and the annual business plan, generating the budget, and tracking, managing and reporting performance against this budget
Engaging various customer functional primes to present, defend and validate our commercial construct and key commercial terms and conditions
Provide the account General Manager and the leadership team with the data, dashboards, metrics, insights, systems and tools that will drive profitable growth, increased market share, and achievement of financial targets

Execute all aspects of the commercial and bid management process
Ensure efficient execution of deals through overseeing the quality of financial modeling, deal structure, customer negotiation, risk assessment, etc. within the agreed governance framework
Oversee the maintenance of customer and opportunity information in CRM to ensure accuracy, quality input in to the forecasting process, and overall alignment to sales goals
Perform required financial planning and analysis including order, revenue, margin and cash forecast and track actual performance
Establishment and monitoring of key performance indicators, such as win/loss metrics, pipeline analytics, margin trends, etc.
Implement revenue assurance programs primarily for in-quarter BTR attainment
Assist in creating sales compensation plans, territory riders,annual quotas, etc.
Partner with sales leaders to identify opportunities for improvement to our key sales processes
Facilitate successful implementation of new programs throughout the sales organization

Required Skills
Excellent communications skills
Ability to lead a team
Strong analytical skills
Required Experience
10-15 years solid experience in commercially-oriented roles including customer negotiations, deal structuring and review, risk assessments and technology assessment.
Previous experience in ca commercial function (sales, commercial finance, commercial operations, sales operations)
Strong financial management skills and ability to communicate crisply the financial impact of business decisions
Good grasp of US GAAP revenue recognition rules as well as Sarbanes-Oxley compliance requirements
MBA a plus

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