GCN Director Sales Engineering

Job description

As the global leader in high-speed connectivity, Ciena builds the critical infrastructure powering the AI era. We’re a technology company shaping the future of networking, guided by innovation, integrity, and collaboration. Through development opportunities, meaningful work, and flexibility, Ciena supports growth and well-being—on and off the job. Connect with a career that matters. We, the Ciena Global Cloud Networking Sales Team. are looking for an experienced technical business professional to direct a team of sales engineers to scale the consumption of Ciena’s products and solutions within our customers. You will lead the engineering of network solutions, and provide technology introduction, technical interface, support, and leadership into the major GCN accounts in the region. We are looking for this person to develop customer data (in support of product strategies for driving Ciena’s future products. In the customer development efforts, the candidate will collaborate with multiple groups within Ciena to solve engineering, support, and business challenges to ensure the future achievement of goals. As the customer-facing, SE Director for the GCN Team, the ideal candidate requires a strong understanding of current and future trends in cloud network architectures, optical and routing products, network software, and applications in the Cloud Networking ecosystem. The candidate must be able to drive technical and sales engagements ensuring Ciena’s hardware and software direction aligns with customer needs. Also, the candidate must be able to work collaboratively with key customer influencers across engineering, deployment, and executive staff to drive technology direction and product introduction. The candidate must be able to build and communicate solutions to customers, working with both internal and external organizations. Skillful communication of Ciena’s competitive advantages in coherent transmission and data center interconnect solutions, Software, Services, and Routing & Edge offerings will be required. This hire will support our customers in the Northwest region of North America. Travel is required to visit Global Cloud Networking (GCN) customers that are primarily based in the US, with occasional international travel, and travel to Ciena R&D headquarters in Ottawa, Canada. Proximity to our customer base is preferred but not required. CRUCIAL DUTIES AND RESPONSIBILITIES · Lead and continue to build a Sales Engineering team that drives standard methodologies across the key SE team functions (Engineering, Support, Operations, and New Product Introduction). · Work with Ciena engineering, services, and operations team to deliver world-class customer experience for our customers. Serve as a key member of the Global GCN Sales Engineering team helping to define and deliver the overall strategy for customer engagement. · Support a strong group of SE leaders in a dynamic and fast paced environment. · Prepare and give business strategy reviews to senior management regarding opportunity size, progress, technology gaps, and risks. · Provide solutions sales & business development oversight for the GCN vertical -specifically focused on Ciena’s Software, Routing & Edge strategies. · Ensure accurate & timely reporting, forecasting, order & revenue execution. · Develop strong & positive relationships with Ciena Operations, PLM, Software & Support teams. · Make independent decisions on routine sales management activities in accordance with company policy and procedures · Ability to perform and communicate outside of standard business hours as needed · Ability to work within a globally matrixed sales team · 25%+ travel may be required · Perform other duties as assigned SKILLS · Knowledge of Cloud Networking ecosystem, operations, planning, engineering, software environments & emerging applications. · Team management and project/product management experience. Outstanding presentation skills and the ability to articulate sophisticated concepts to cross-functional audiences. · Strong verbal and written communication skills are a must, as well as the ability to work effectively across internal and external organizations. · Proven leadership, problem-solving, project management skills, and strong attention to detail. · Ability to juggle multiple priorities and make things happen in a fast-paced, dynamic environment, strong bias for action. · Strong analytical and quantitative skills; ability to use hard data and metrics to back the strategic narrative · Strong and respected relationships with ICP decision-makers. · Detailed understanding of cloud networks (Data Center, Edge, and Core) · Detailed understanding of SDN required, along with network element APIs. · Excellent time management skills; planning, prioritization, execution & follow-up · Professional in conduct and appearance DESIRED CHARACTERISTICS · Ability to think strategically, innovatively, and creatively while using sound business judgment and quantitative skills. · Ability to build positive relationships and construct a long-term sales strategy. · Ability to understand and discuss technical concepts, tradeoffs, and opportunistic new ideas with technical teams. · Must be able to collaborate with key industry thought leaders, Ciena R&D, Engineering and PLM · Excellent organizational skills due to the multifaceted nature of activities · Superior verbal and written communication skills EDUCATION and RELEVANT EXPERIENCE · Bachelor’s Degree (in Engineering, CS, EE), or equivalent experience, required · Master’s Degree, preferred · 12 to 15+ years in the telecommunications data communications /industry technical experience including networking SW & HW, Architecture, PLM and/or Solution Development · Sales Management Experience preferred · Sales Engineering and prior ICP strongly preferred Washington State $237,500 $308,800 $380,000 #LI-WH1 #LI-Remote 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. 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.