Consultant, Channel Business Development

at  Ciena

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.

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• You will ensure that sales targets are achieved or exceeded.
• You will lead business development efforts to increase sales of Ciena’s Route Switch & Broadband Solutions including Hardware, Software and Services.
• Your laser focus on sales strategy & execution, combined with your ability to maintain and expand opportunities in existing pipeline with the channel, will enable Ciena to maximize its revenue streams and margins in accordance with company expectations.
• You will build joint GTM with Ciena channel partners on Ciena powered solutions.
• You will identify and qualify new channel partners who can increase sales of target solutions.
• You will enable channel partner sales teams and execute joint solution sales to increase Partner Led sales of target solutions.
• You will lead aligning requirements from Ciena led prospects, to the most capable and competent partner to achieve outcomes for that customer.
• You will build trusted relationships and alignment across internal teams that include Channel Account Managers, Partner SEs, Account Managers, End Customer SE teams, Field Marketing, PLM and central functions.
• To build a strong pipeline, you will define, develop and plan sales strategies, work closely with the channel account manager and field marketing to raise awareness of Ciena and coach target channel partners sales teams on why Ciena.
• You will support pricing negotiations and conduct face to face channel meetings with partners and clients to achieve sales in line with Ciena pricing strategies and end customer requirements.
• You will be accountable for managing and reporting the business through such tools as Salesforce.com, meetings with leadership and cross-functional support teams along with weekly status/progress reports to demonstrate progress against objectives