Commercial Management Leader
About The Position
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. This role sits at the center of Ciena’s most critical commercial decisions, shaping how complex opportunities are structured, governed, and executed across the Americas. As the senior commercial authority for the region, this leader influences deal strategy, strengthens financial discipline, and builds a high‑performing Commercial Management organization that enables profitable growth and long‑term customer success.
Requirements
- 10–12+ years of progressive experience in commercial management, deal desk leadership, or strategic commercial operations
- Proven expertise in complex deal strategy, commercial governance, pricing, revenue models, and financial risk assessment
- Strong financial and analytical acumen, including pricing analysis, profitability assessment, and P&L evaluation
- Extensive experience in contract structuring, commercial negotiations, and risk management
- Demonstrated ability to influence and challenge senior leaders and executive stakeholders
- Experience operating effectively in complex, ambiguous, and fast‑paced environments
- Bachelor’s degree in Business, Finance, Engineering, or a related field
Nice To Haves
- Master of Business Administration (MBA) or equivalent advanced degree
- Experience in telecommunications, networking, or related technology sectors
- Executive‑level customer negotiation experience across products, services, software, and integrated solutions
- Prior people leadership experience building and scaling commercial or deal management teams
- Experience partnering with global commercial organizations in a matrixed environment
Responsibilities
- Serve as the senior commercial authority for the Americas, providing end‑to‑end leadership across the commercial lifecycle from opportunity qualification through post‑award governance
- Shape commercial strategy for complex, high‑value opportunities, advising on pricing frameworks, business case assumptions, revenue models, risk mitigation, and deal structuring
- Establish and enforce regional commercial guardrails that enable competitive, scalable, and compliant deal execution
- Lead regional deal governance, ensuring alignment with Ciena operating model standards, financial approval requirements, and corporate risk policies
- Partner closely with Sales, Services, Product Line Management (PLM), Finance, Operations, and Legal to align commercial strategy with financial and operational objectives
- Represent Ciena’s commercial strategy in executive‑level customer engagements, strategic reviews, and escalated negotiations
- Build, develop, and mentor a high‑performing Commercial Management team, strengthening commercial rigor, consistency, and capability across the region
Benefits
- 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.
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What This Job Offers
Job Type
Full-time
Career Level
Executive
Number of Employees
1,001-5,000 employees
