Drive Ciena’s Carrier/Service Provider Managed Services strategy on a global basis. Establish a best practice framework for development of new services that drive Ciena’s portfolio strategy, partner selection and onboarding, prioritization of global engagements, enablement, business planning and measurement. The ultimate goal of the role is to increase Ciena’s Addressable Market (CAM) as a percentage of the Total Available Market (TAM) for Ciena’s Generally Available (GA) hardware, software and services. This goal is largely achieved though employing the correct methodologies to prioritize regions and market verticals that have high potential for growth, but lack sales coverage and/or sophistication to penetrate the market.
Position can be located remote North America
Role Accountabilities:
Collaborate with corporate development, marketing, and sales leadership across the globe to drive strategy and outcomes that have a measurable ROI
Develop strong customer/partner relationships that foster trust and innovative partnership leading to profitable revenue for Ciena.
Develop Managed Service offerings (with Blue Planet and GPG organizations) that best drive Ciena’s near term portfolio strategy
Define enablement strategy for Partners including training, market studies (with Market Development), sales collateral and tools
Prioritize global customer/partner engagement (with Regional MSP / Account teams) to maximize penetration of current and near term portfolio capabilities to drive solutions pull through
Collaborate with Marketing and other BizConnect Delivery Functions to deliver program value in a coordinated manner that maximizes in year revenue
Coordinate with Regional MSP / Account teams to ensure Partner ongoing development and compliance with BizConnect program annually
Drive business planning and quarterly business review cadence internally and externally
Travel: approx. 50% required (domestic & international)
Required Skills
Director-Level executive with strong strategic thinking capabilities and system sales background.
Highly motivated, strong interpersonal skills, presentation skills and ability to handle many competing priorities within accounts.
Strong focus on winning new business and the ability to maintain and expand opportunities into new VAR and SI customer partners.
Expand Ciena’s market coverage through the use of a framework that supports the regions ability to correctly identify, acquire, develop and measure VARs and SIs.
Specific involvement in recruiting some key VAR/ SI partners.
Working in a matrix environment with multiple Ciena stakeholders to include Global Field Operations, Global Network Services, Corporate Marketing, Corporate Development and Blue Planet.
Develop and drive thoughtful business plans that define targeted growth strategies based on partner selection and technical solutions integrated with direct and indirect sales team go-to-market plans.
Responsible for executive presentations at all levels of management both internal and external
Ideal candidate will have proven experience and understanding of competitive landscape, industry stakeholders and influencers, solution value proposition, establishing mutually beneficial business terms, spearhead negotiations, support contract execution, ensuring operational support, develop go-to-market plans, partner and marketing readiness, and execution of channel go-to-market strategies.
Strong understanding of complex sales and ability to think strategically about new business opportunities.
Technical background in network and/or data center applications; specifically relating to carrier managed service, hosted services and cloud computing
Excellent presentation and communication skills
Keen awareness of market intelligence with respect to competitors and industry dynamics
Ability to construct a solid and comprehensive business plan that clearly outlines the partnership roles and responsibilities, as well as identifying the revenue upside and associated margin uplift for Ciena
Highly motivated, strong interpersonal skills, ability to handle many competing priorities
Strong leadership skills
Ability to prioritize, organize and operate in a fast moving, aggressive environment
Ability to translate applicability of Ciena’s network specialties to drive solutions for clients.
Required Experience
4-year Business or Technical degree preferred or relevant work experience
10+ years experience in VAR/ SI Partner Channel Tech Sales or system engineering
Route-to-market channel strategy competency.
Ability to quickly evaluate account opportunity and set direction
Global industry perspective
Detail focused with strong follow through
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