National Security Sales Lead

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.

REQUIRED SKILLS

• Self-motivated, with the ability to lead sales teams and grow business
• Experience in selling network hardware, software and services. Success in the following is a plus: optical Networking, IP/ethernet, packet, automation/software, professional services, etc.
• Demonstrated leadership, technical understanding, customer and staff relationships, sales strategy, etc.
• Excellent written, verbal and presentation skills
• Deep understanding and strong relationships in the National Security market
• Excellent analytical and interpersonal skills.
• Ability and track record of building and leading high-performance sales teams
• TS-SCI Security Clearance a Must

Education and Experience

• Minimum 10 – 15 years demonstrated success in National Security Sales Leadership in Networking Hardware, Software and/or Services
• Direct experience selling or working in the US National Security Market

The annual total target compensation pay range for this position is $297,100 - $490,900. This includes both base and incentive compensation. (For Sales roles that are TTC in the Salary Range Tool)
Pay ranges at Ciena are designed to accommodate variations in knowledge, skills, experience, market conditions, and locations, reflecting our diverse products, industries, and lines of business. Please note that the pay range information provided in this posting pertains specifically to the primary location, which is the top location listed in case multiple locations are available.
Non-Sales employees may be eligible for a discretionary incentive bonus, while Sales employees may be eligible for a sales commission. In addition to competitive compensation, Ciena offers a comprehensive benefits package, including medical, dental, and vision plans, participation in 401(K) (USA) & DCPP (Canada) with company matching, Employee Stock Purchase Program (ESPP), Employee Assistance Program (EAP), company-paid holidays, paid sick leave, and vacation time. We also comply with all applicable laws regarding Paid Family Leave and other leaves of absence.
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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

Lead a high-performance sales team which drives opportunity and revenue into targeted National Security missions, offices and programs

• Disrupt the market and enable the customers’ mission with leading edge solutions and services
• Meet or exceed annual revenue quota
• Construct and execute an annual Growth Strategy and Execution Plan
• Identify, prioritize and close key deals and strategic opportunities
• Mentor and support all members of the account team in strategic and day to day activities
• Cultivate strong executive, mission and business relationships with National Security customers and strategic partners
• Identify and develop sales and marketing campaigns targeted at specific National Security customers, partners and programs
• Develop a sustainable and scalable revenue base among new customers.
• Provide periodic status reports and assessments on progress and needed support for the strategy and execution plan
• Provide accurate and reliable business and deal forecasting
• Maintain effective budgetary controls of expenses