Global Client Executive GCN Google Sales Leader

Ciena • Lathrop, CA

306d • $372,400 - $615,400

About The Position

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's passions, growth, wellbeing and belonging. We're a technology company that leads with our humanity—driving our business priorities alongside meaningful social, community, and societal impact. The job reports directly to the Vice President & General Manager Sales - GCN Division. As the Global Client Executive, you will lead all aspects of the GCE (Global Customer Engagement) activities for the GCN (Global Cloud Networking) Google account for Ciena. You will develop strong customer relationships that neutralize competitive infiltration into the Google account while creating an exceptional customer experience with Ciena. Your role will involve identifying and driving new business initiatives that increase Ciena's market share and drive long-term growth for our optical and high-speed connectivity portfolio across market segments. You will build and implement strategic account plans that best position Ciena to maximize its revenue and margins in line with Ciena's strategic direction. Additionally, you will maintain industry knowledge of the competitive landscape and work collaboratively within the sales & engineering teams as well as cross-functional teams to build winning sales, product, engineering and marketing strategies. The role is Global and will require flexibility to travel frequently to engage with Google stakeholders and decision makers.

Requirements

• Self-starter, capable of 'owning' the complete customer experience.
• Ability to promote a positive work environment for colleagues and customers.
• Excellent presentation skills.
• Highly effective communication skills (verbal and written) with both technical and non-technical customers.
• Ability to 'read' the audience leveraging both verbal and non-verbal cues.
• Strong business and technical acumen in the optical and high-speed connectivity domain.
• Strong problem solving and organization skills.
• Creative and innovative approach to complex solution sales and deal structures.
• Demonstrated ability to build and maintain executive relationships.
• Bachelor's degree or equivalent years of experience.
• Greater than 10 years of solution sales customer-facing experience in the networking industry.
• Proven success and strong track record of managing complex technical and commercial relationships.
• Experience with and clear understanding of hyperscale business drivers, objectives and strategies.
• Experience and proficiency in the use of Salesforce.com for opportunity management and forecast reporting.

Responsibilities

• Lead all aspects of the GCE activities for the GCN Google account for Ciena.
• Develop strong customer relationships that neutralize competitive infiltration into the Google account.
• Create an exceptional customer experience with Ciena.
• Identify & drive new business initiatives that increase Ciena's market share.
• Drive long-term growth for our optical and high-speed connectivity portfolio across market segments.
• Build & implement strategic account plans to maximize revenue and margins.
• Maintain industry knowledge of the competitive landscape.
• Work collaboratively within sales & engineering teams and cross-functional teams.
• Identify, develop and evolve networking solutions for Google's connectivity requirements.
• Identify, consolidate & prioritize feature requests for strategic sales opportunities.
• Provide leadership and guidance for the account's sales and sales engineering team members.

Benefits

• 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.
• Vacation time.
• Compliance with all applicable laws regarding Paid Family Leave and other leaves of absence.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Industry: Telecommunications
• Education Level: Bachelor's degree