Job Description

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\xe2\x80\x99s passions, growth, wellbeing and belonging. We\xe2\x80\x99re a technology company that leads with our humanity\xe2\x80\x94driving our business priorities alongside meaningful social, community, and societal impact.

Your Role

• Primary function to manage the Wet Plant partnerships that Ciena has cultivated. This would include the evolution of the India & APAC Strategy for Ciena\'s New Build market sector.
• Secondary Function as part of the Global Submarine team is to offer consultancy to the wider Submarine sales teams in India and APAC, providing market insights, Customer insights and competitive intel between existing systems and proposed new builds.
• Qualify New Business Opportunities working with Legal and commercial departments to determine risk profiles against revenue upsides.
• Engage the new entrants (typically ISP\xe2\x80\x99s or operators targeting ISP sales) and help to deliver strategies directly and indirectly via the dedicated account teams.
• Collect and Update Market Data to ensure that our Collateral remains accurate on a quarterly basis
• Engage with Customers on new opportunities, using Ciena\xe2\x80\x99s differentiating solutions (photonics / Ethernet / Operational improvement tools / SDN solutions) to drive successful concepts to reality
• Present at conferences and exhibitions (PTC / Terrapin / Capacity Conferences) as well as associated Ciena Marketing events covering the Global Submarine community.

Your Skills

• Clear understanding of Wet Plant requirements and how Ciena\'s partnership can assist the partner to be successful.
• Strong Partner ethos - understanding the specific concerns that a wet plant partner may have in a disaggregated fulfilment strategy.
• Sound understanding of a Service Provider\xe2\x80\x99s network requirements, Operational and capital expenses planning and Total cost of ownership models.
• General knowledge of transmission systems, data networks, optics, and network management.
• Detailed knowledge of Ciena products. (or the ability to understand )
• Detailed understanding of CUSTOMERS architecture and where Ciena \xe2\x80\x98fits\xe2\x80\x99.
• Sound understanding of and experience with the India and APAC markets

Desired Characteristics

• Highly motivated, strong interpersonal skills, ability to handle many competing priorities
• Strong Consultative leadership skills, with ability to influence stakeholder organisations across the globe to deliver results
• Must be able to prioritise and work well under pressure with the experience and capability to work without direct control
• Market and competitive awareness \xe2\x80\x93 informed and decisive decision making
• Creative and innovative approach to complex sales and deal structure
• Strong negotiation skills
• Knowledge of Submarine consortium and relevant global service provider organisation structure and decision processes
• An understanding of Wet Plant architectures and evolution
• Consult on highly complex projects requiring in-depth knowledge across multiple business areas
• Superior problem solving and analytical skills
• Exemplary communication skills - ability to create presentations and deliver to customers on solutions offerings.
• Exemplary oral and written communication skills including meeting facilitation and presentation
• Willingness to travel for business and customer meetings as required with expected travel requirements up to 50%
• Willingness to be part of a small overlay team that will drive consultative engagement strategies within Ciena \xe2\x80\x93 with the firm support of senior executives across the business.

Minimum Qualification

• Education: 7yr Technical or Business Degree preferred, Alternatively relevant Work experience within the Submarine community.
• 10+ years Telecommunications Industry Experience
• Proven Experience of negotiating with Tier 1 or ISP customers on Technical / Commercial matters.
• Technical Background (Telecommunications) would be a significant advantage
• A strong advocate in all areas of Ciena\xe2\x80\x99s consultative selling approach.
• Knowledge and understanding of the business implications of introducing (or displacing) SW solutions.
• Broad-based knowledge of the IT industry and trends.

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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.

If contacted in relation to a job opportunity, please advise Ciena of any accommodation measures you may require.

Ciena