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.

Why Ciena:

• We are big proponents of life-work integration and provide the flexibility and tools to make it a reality with remote work and potentially, part-time work.
• We believe an inclusive, diverse and barrier-free work environment makes for empowered and committed employees.
• We recognize the importance of well-being and offer programs and benefits to support and sustain the mental and physical health of our employees and their families and also offer a variety of paid family leave programs.
• We are committed to employee development, offering tuition reimbursement and a variety of in-house learning and mentorship opportunities.
• We know that financial security is important. We offer competitive salaries and incentive programs, RSU\xe2\x80\x99s (job level specific) and an employee share option purchase program.
• We realize time away to recharge is non-negotiable. We offer flexible paid time off!
• Great work deserves recognition. We have a robust recognition program, with ongoing and enhanced awards for exemplary performance.

What Does Ciena Expect of You?

• You\xe2\x80\x99re a proven relationship builder \xe2\x80\x93 you know how to build trusted and long-term customer relationships quickly.
• Proven sales expertise \xe2\x80\x93 you know how to readily identify new business opportunities, close the deal and effectively manage regional, large and strategic accounts.
• Collaborator \xe2\x80\x93 you possess the ability y to lead, direct and collaborate with global teams in a highly matrixed and cross-functional environment.
• Agility \xe2\x80\x93 you are readily able to manage competing and ever-changing account priorities and maintain a balanced and methodical approach to problem solving.
• Business acumen \xe2\x80\x93 you will have detailed knowledge of Ciena\xe2\x80\x99s products, the competitive landscape and an in-depth understanding of sales cycle and stage requirements.
• Communication expertise \xe2\x80\x93 you can effectively tailor a message/articulate a value proposition to an audience to enable engagement at all levels of an organization, i.e., able to communicate a good blend of technology/networking trends, as well as an understanding of customer priorities and business outcome objectives as well as the business value of Ciena solutions.
• The ability to influence \xe2\x80\x93 you\xe2\x80\x99re capable of working with internal stakeholders to drive decision-making and strategic thinking, and with external stakeholders to influence the adoption of Ciena solutions.
• A commitment to learning \xe2\x80\x93 you keep abreast of the market and competition and use that information to Ciena\xe2\x80\x99s advantage.

The Must Haves:

Business or Science/Engineering degree in a technical field or equivalent experience.

Regional/ major account/global account management experience.

Extensive experience in Sales, Presales, system sales or system engineering or product management.

Demonstrated knowledge of the competitive landscape and the regional business market

Proven experience with complex sales methodology.

Detailed understanding of Ciena products and future portfolio.

Effective communicator (executive presence, synthesized messaging (+) strong written/verbal/visual/video/social skills)

Track record of closing multi-million dollar deals, including positioning solutions, developing comprehensive pricing & commercial strategies, and negotiating contracts.

Proven ability to identify, understand, and manage relationships and decision-making processes across complex organizations

Drive Sales activities requiring Techno-commercial presentations at all levels of Ciena and client organization

Develop thorough understanding of the Ciena product line, features and solutions along with Pre-sales teams

Drive responses to RFPs, RFIs and quotes

Strong background in Optical and Data Networking and telecom operator service offerings and requirements

How You Will Contribute:

Reporting to the regional executive of Sales, as Regional Business Development Director (RBDD) you will be responsible for delivering against stated sales objectives, bookings, and revenue targets; segmented by portfolio where appropriate. The RBDD is responsible for supporting the Go-To-Market plan within financial expectations to drive profitable business growth for the Middle East. As a prominent Account Director, they also support the Sales Leader (Their Line Manager), in designing the strategy, the go-to-market plan and executing the multiyear vision.

In this role, the RBDD is responsible for building long-term trusted relationships with customers, delivering value through products and services and, the way to sell them using any appropriate routes to market which might extend to Channel and Commercial Partners. The RBDD is responsible for individually contributing to the profitable business growth of Ciena business in the Middle East. They have C-Suite gravitas and strong sales skills with the ability to inspire and manage a virtual supporting team in a diverse, multicultural, highly matrixed environment. This individual leads by example and ensures the wider Account Team comply with the Ciena code of conduct and compliance.
This RBDD is a strong collaborator, able to build and influence a virtual team across multiple internal disciplines and functions to enhance and execute their individual plan. They can operate quickly and handle competing priorities in a fast-paced environment.

Delivering and exceeding sales booking and revenue targets from existing and newly named Accounts in the Middle East.

Developing a solid technical and commercial understanding of the end-to-end opportunities from named, allocated Accounts on a rolling basis.

Delivering profitable growth from the named, allocated Accounts.

Working closely with Sales Engineering, Franchise, Commercial Management, Legal, PLM, Marketing, S3, and the Partner Channel to align priorities and be prepared to defend and expand existing Accounts whilst also winning New Named Accounts.

Proactively and with velocity, pursue growth and market penetration opportunities by leading from the front, in direct contact with customers - Leading, supporting and inspiring the wider Account team.

Interfacing with numerous disciplines including and not limited to: Sales, Sales Engineering, Franchise, Legal, Commercial, Procurement, PLM, Operations, R&D, Supply Chain and Finance to ensure the required support for Business Cases, Internal Approvals and Customer Engagements.

Driving the internal Ciena organizations to secure product features, delivery dates, and price levels required to drive winning customer solutions.

Developing and implementing strategic account plans for each allocated Customer that best position Ciena to maximize bookings, revenue, and, the margin in accordance with company expectations \xe2\x80\x93 Delivered and reviewed quarterly with the Sales Leader.

Developing an Advanced knowledge of the competitive landscape and the target market.

Assets:

MBA and/or advanced technical degree.

Proven understanding of markets, including market segmentation and service providers.

Demonstrated understanding of regional and/ or major account sales and ability to think strategically about new business opportunities, coupled with the ability to make sound \xe2\x80\x93 and tough \xe2\x80\x93 judgment calls.

Keen awareness of market intelligence with respect to competitors \xe2\x80\x93 MEA and globally.

Budgetary assessment and planning experience to enable succinct forecasting weekly. monthly and quarterly intervals as required

Management and leadership skills to drive activities to achieve business objectives

Ability to prioritize, organize and operate in a fast-moving aggressive environment

Excellent analytical, collaborative, and communications skills

A strong understanding of Salesforce.com for management and forecast reporting.

Highly motivated, ability to handle many competing priorities within multiple accounts

Willingness to travel frequently

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