Global CMS Business Development Manager

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This role can be located anywhere in the World

The role / What will you do at Ciena :

The Global Carrier Managed Service (CMS) Business Development Manager works with a matrix team of consulting sales professionals responsible for partnering with Service Providers and Network Operators around the world to drive long-term service provider and operator growth.

As a consulting specialist sales team, the CMS team works in collaboration with a cross-functional team including Account Management to strengthen partnerships, develop new business opportunities, and accelerate sales performance with Ciena’s CPN CMS Partners.

ACCOUNTABILITIES :

• Meet, complete and / or exceed quarterly and annual management objectives, financial bookings, and margin targets.
• Assist and work with the global teams in driving CMS execution to continually improve the value provided to strategic Service Provider and Network Operator partners in a changing market.
• Continuously evolve existing services and launch new revenue generating carrier managed services underpinned by Ciena technology and with alliance partner(s) technology.
• Leverage and enhance consultancy approach and methodology to support service creation and monetization into target Service Provider partners.
• Build new and evolve existing programs that create scale to support monetization efforts and value to partners and Ciena.
• Collaborate between the CMS team members and product units to achieve partner / provider outcomes.
• Support global consultants and account teams by enabling best practice business development, consulting, marketing, sales enablement, and model team values.
• Assist in resource priorities and market development fund investment to achieve short and long-term sales growth.
• Assist global consultant teams to identify, qualify and develop partnerships with service providers and network operators that align with the long-term strategy.
• Provide business development and thought leadership initiatives to drive new opportunities and evolve existing services with executive leadership in service providers and operators.
• Support the global consultant teams to effectively develop sales enablement strategies to grow managed services sales with service providers in both their direct and indirect salesforces.
• Work with program team and thought leadership teams in standardizing service offers we bring to the market.
• Foster innovation within teams to find new ways to drive positive partner value.
• Collaborate with Program teams to tie CMS based initiatives into value chain of the partner program.
• Develop CMS content to support and deliver collaboration workshops within global matrix teams, account teams and potential partners;

incorporating GTM synergies to support partner and Ciena initiatives.

SKILLS & COMPETENCIES :

• Skilled in all aspects of consultative sales and business development including strategy development, executive discussions, relationship development, market dynamics assessment, sales enablement, service(s) definition with monetization models, opportunity qualification and development, brokering direct field and partner sales connections, assistance with closure, and improving partner management and satisfaction.
• Proven track record of business development to help service providers grow new business and foster long-term strategic relationships
• Displays influence as a change agent capable of overcoming internal and external barriers to success.
• In depth knowledge of service provider and network operator product life cycle and NPI process.
• Ability to drive thought leadership and influence in a matrixed environment with diverse cross-functional teams and a broad range of functions and stakeholders.
• Adept at collaborating with key stakeholders, managing conflict, resolving issues and escalating where appropriate to deliver a best in class partnership experience.
• Strong business acumen and deep telecommunications managed services market knowledge.
• Industry knowledge with an understanding of services, solutions, technology partnerships, economics, industry trends and channels to drive growth strategies with partners.
• Firm understanding of pertinent telecommunication technology including optical transport (L1), Carrier Ethernet (L2), IP (L3), through (L1-L7) Software Defined Networking and Network Function Virtualization;

including vRouter, NGFW, SDWAN, SASE, SSE technologies.

• Experience with working with the hyperscalers (AWS, Azure or Google) and co-selling with them into the Telco or Enterprise market.
• Innovative, politically astute and able to thrive in an intense, demanding, growth-minded business landscape.
• Ability to communicate complex technology solutions in simple terms for applicable industry customers and partners.
• Strong interest in technology as applied to enterprise business and technology challenges, including the ability to identify and explain technology differentiators and their impact.
• Strong project management skills with an ability to work within a team to prioritize and execute multiple business development initiatives simultaneously.
• Exceptional written and oral communication skills with extensive experience presenting a broad range of materials and storytelling to influence stakeholders including C suite
• Proactive, demonstrates initiative, results oriented, highly analytical with a strong planning capability.
• Must have strong collaboration skills to align cross-functional internal and external teams towards partner outcomes.
• Commercially savvy with a solid understanding of business finance.
• Effective interpersonal communications, emotional intelligence, active listening, and collaboration skills.

EXPERIENCE

• At least 8+ years’ experience working in or with Telecommunication service providers and network operators in Sales, Channel Sales, Business Development, Product Management or Consulting.
• Ideal candidate will have a minimum of 3 years in a telecommunications consulting role or consulting experience.
• Experience in the Telecommunications eco-system including Global Carriers, Tier 1 Operators, Tier 2 Operators, Regional Service Providers, MSOs, Submarine Operators, Indirect channel, DC Operators and Cloud Providers.
• Experience with Service Provider / Network Operator Product Development Lifecycle and requirements to develop, launch, operationalize, and enable the GTM with new carrier managed services.
• Experience with Direct and Indirect sales strategy and Wholesale and Enterprise communication services GTM.
• Experience with channel programs, channel policies and channel management.
• Business degree, undergraduate degree or equivalent relevant work and leadership experience.

Compensation and Benefits

The annual pay range for this position is $219,800 - $351,200.

The annual pay range for this position in California is $244,200 - $390,200

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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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.