Primary function to manage the Wet Plant partnerships that Ciena has cultivated. This would include the evolution of the Global 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, providing market insights, Customer insights and competitive intel between existing systems and proposed new builds.
Qualify New Business Opportunities (Globally) working with Legal and commercial departments to determine risk profiles against revenue upsides.
Engage the new entrants (typically ISP’s 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’s differentiating solutions (photonics / Ethernet / Operational improvement tools / SDN solutions) to drive successful concepts to reality
Present at conferences and exhibitions (PTC / ITW / Capacity Conferences) as well as associated Ciena Marketing events covering the Global Submarine community.
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’s 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 ‘fits’.
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 – 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 – with the firm support of senior executives across the business.
EDUCATION AND EXPERIENCE
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’s 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.