CMS Specialist, Channel Accounts

As the global leader in high-speed connectivity, Ciena is committed to a people-first approach. Our teams enjoy a culture focused on prioritizing a flexible work environment that empowers individual growth, well-being, and belonging. We’re a technology company that leads with our humanity—driving our business priorities alongside meaningful social, community, and societal impact.

How You Will Contribute:

Reporting to the Director, Channel Sales, the CMS Consultant role is responsible for new services creation within the Ciena Partner Network (CPN) community. This position combines sales, technical, marketing, and product expertise into a critical shared resource that delivers support to strategic customers, and account management teams. In this role you will:
 

• Identify target market segments, quantify market opportunities, identify and engage relevant partners/consultants, assess the competitive landscape, and develop and assist with implementing services and solutions that unlock new growth opportunities for the CMS service.
• Drive new CMS service development (including productization on Optical, Routing Technologies), lead to cash, OSS/BSS operationalization & building storyboards with our partners and customers).
• Lead business development and thought leadership initiatives to drive new opportunities and evolve existing services with our partner executive leadership teams.
• You will build and evaluate key customer engagement assessments. Also engage with key partner sales and marketing executives, creating and maintaining strong relationships with our partners.
• Accountable for demonstrating and implementing best practices in business development, consulting, marketing, sales enablement, and team values.
• You will prioritize resources as well as OPEX and market development fund investment, to achieve short and long-term sales growth.

• Responsible for developing and managing the overall Managed Service Provider growth strategy to meet or exceed order targets. You will monitor progress against business targets throughout the duration of engagements.

The Must Haves:

• MBA or equivalent degree. 
• Effective communicator (executive presence, synthesized messaging (+) strong written/verbal/visual/video/social skills)
• 15+ yrs Partner Channel Sales Mgmt. Experience selling to and through large System Integrators, VARs, and MSPs for targeted end user segments.
• Pre-existing relationships with top MSPs that address the enterprise, ICP and DCO market segments. Demonstrated 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 developing financials models to translate the solution benefits into financial business case justification for transformation. 

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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.

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.