Provide expertise and direction instrumental to the definition, development, marketing and sales of Ciena’s Packet Networking market offerings. Responsible for life cycle management of the portfolio and all business planning functions necessary to meet profitability objectives. This position would report into the Ciena Product Management (PLM) organization and help develop Ciena’s comprehensive end to end Packet solutions
• Provide market and technical expertise in the area of Packet Networking, with a strong emphasis on end to end solutions comprising organic and partner products
• Define and develop end to end solutions and requirements for applications such as Mobile Backhaul, Data Center Interconnect, NG Access and Aggregation, NG Metro Core, Business Services, Residential services, CDNs etc.
• Develop market positioning strategies, based on the vision and drive market share growth against the incumbent vendors. Appropriately apply available market data, customer and internal feedback as well as analyst assessments to the development of product strategies that meet the market need
• Develop the necessary business cases, pricing strategies and discounting guidelines that support product positioning in the target markets. Manage the revenue, sales forecasts, gross margin and profitability of the product line consistent with Ciena’s business objectives.
• Work with engineering, manufacturing and sales to develop new products or enhance existing ones.
• Work with product PLMs in defining Packet specific product requirements
• Work with the SDN SW PLMs, to define Packet specific applications and services
• Partner with product PLMs in the solution launch process for new platforms and product line extensions (i.e. new feature releases)
• Assist sales in product presentations, capturing customers, assessing products to meet customer needs and in preparing detailed product specifications and proposals. Develop and/or assist in the development of applicable sales tools (e.g. external presentations, data sheets, competitive analyses, etc.)
• Examine industry trends, customer requirements and feedback as well as competitive offerings to prioritize product functionality and jointly develop feature content and release schedules.
• Serve as a key interface between engineering and Sales/customers
• Prime relationships with third party vendors required for complete system solution.
• Provide Packet solutions expertise to support internal Ciena organizations (e.g. Sales, Marketing, Network Services, etc.)
• Function as a focal point to align product design with supporting groups, manufacturing and marketing towards a common goal.
• ~35% travel required including international (e.g. customer visits, trade shows, cross-functional meetings, etc.)
Required Skills
• Technical background with the ability to understand a wide variety of technologies, standards, and product applications
• Strong knowledge of Packet networking, as it relates to Tier-1/2/3s, MSOs, ICPs and Data Center operators – an expert understanding of the architectures, use cases, products, trends, and competitive positioning is required
• Superb communication and presentation skills.
• Flexible, able to handle multiple tasks with minimal supervision. Ability to lead by example.
• Ability to communicate highly technical matters to non-technical individuals.
• Strong insight into competitive philosophies and strategies
• Expert Knowledge in IP, MPLS, MPLS-TP, and Carrier Ethernet
Strong knowledge of emerging packet and software technologies such as Segment Routing, Network Function Virtualization and SDN Management.
Working knowledge in OTN, Optics, DWDM, network management, design tools and OSS’s preferred
Experience in traditional Telco and MSO segments with Government, R&E, CDN and Enterprise experience would be a bonus.
Strong interpersonal skills required.
• Strong packet software background with an understanding of best practices and software life cycles
• Self-motivated leader that works well with a virtual team or individually as necessary
• Personable, interacting well with potential customers and co-workers on a global basis.
Required Experience
• Education: Technical degree (BSEE minimum) and 10+ years technical experience in telecommunications or data networking
• Experience: Product management and product introduction experience (6 years) preferred.
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