Specialist, Account Management

Ciena

6d•Remote

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. Account Management Specialist – Strategic Markets (Northeast & Central US) As a Specialist in Ciena’s Strategic Markets hub, you are the catalyst for our next phase of growth. Your mandate is new logo acquisition within the Fortune 100, Healthcare/Pharma, and Neocloud (Tier-2) sectors. You will lead the charge in establishing Ciena’s presence from the ground up in accounts where we currently have no footprint, positioning our infrastructure as the essential foundation for AI fabrics and next-generation data centers.

Requirements

4-year degree (Business or Technical) or equivalent relevant work experience.
5+ years of experience in large-scale solution sales (F100 focus/healthcare preferred) with the ability to manage long, complex sales cycles.
Proven track record of capturing market share and winning accounts from a standing start.
Demonstrated ability to penetrate the Northeast and Central US enterprise markets.
Exceptional presentation skills and the "executive presence" required to lead high-stakes boardroom discussions.
Highly self-motivated with the discipline to work independently and the cultural fit to collaborate within a high-performance team.
Familiarity with Networking sales; Optical knowledge is a plus, but the ability to translate technology into business value is paramount.
Deep professional network or demonstrated ability to penetrate the Northeast and Central US enterprise markets.
Demonstrate a sophisticated understanding of the AI landscape—including the transition from model training to real-time inference—to lead enterprises through the complexities of early adoption.
Leverage a deep professional network to identify latent AI infrastructure needs and initiate high-value discussions before a formal RFP exists.
Navigate complex F100 organizational structures to build credibility and influence with C-suite and senior IT leadership.
Map Ciena’s Optical and Data solutions to the specific business objectives of Fortune 100 and Healthcare enterprises.
Orchestrate internal resources—including SEs, Product Management, and Executive Leadership—to deliver winning proposals for large-scale solutions.
Maintain a deep understanding of the competitive landscape to effectively differentiate Ciena’s value proposition in the AI and Neocloud space.
Execute a grassroots sales strategy to identify, qualify, and win net-new logos across the Northeast and Central US.

Nice To Haves

Healthcare/Pharma and Neocloud (Tier-2) sectors experience.
Optical knowledge is a plus.

Responsibilities

Enterprise Expansion: Breaking into net-new F100 accounts to displace incumbents and establish long-term partnerships.
AI Leadership: Establishing Ciena as the "connective tissue" for AI scale, specifically targeting early adopters in the Healthcare/Pharma vertical.
Strategic AI Advisory: Serving as a resident expert and internal consultant to the broader Ciena organization, providing critical guidance on evolving industry trends and how global enterprises are operationalizing AI.
Neocloud Disruption: Partnering with neoscalers to power niche market expansions and data center infrastructure advancements.
Greenfield Business Development: Execute a grassroots sales strategy to identify, qualify, and win net-new logos across the Northeast and Central US.
AI Savviness & Trend Analysis: Demonstrate a sophisticated understanding of the AI landscape—including the transition from model training to real-time inference—to lead enterprises through the complexities of early adoption.
Opportunity Identification: Leverage a deep professional network to identify latent AI infrastructure needs and initiate high-value discussions before a formal RFP exists.
Executive Relationship Management: Navigate complex F100 organizational structures to build credibility and influence with C-suite and senior IT leadership.
Strategic Alignment: Map Ciena’s Optical and Data solutions to the specific business objectives of Fortune 100 and Healthcare enterprises.
Cross-Functional Leadership: Orchestrate internal resources—including SEs, Product Management, and Executive Leadership—to deliver winning proposals for large-scale solutions.
Market Intelligence: Maintain a deep understanding of the competitive landscape to effectively differentiate Ciena’s value proposition in the AI and Neocloud space.
New Logo Expertise: A proven track record of capturing market share and winning accounts from a standing start.
Strategic Sales Acumen: 5+ years of experience in large-scale solution sales (F100 focus/healthcare preferred) with the ability to manage long, complex sales cycles.
Industry Knowledge: Familiarity with Networking sales; Optical knowledge is a plus, but the ability to translate technology into business value is paramount.
Territory Command: Deep professional network or demonstrated ability to penetrate the Northeast and Central US enterprise markets.
Personal Drive: Highly self-motivated with the discipline to work independently and the cultural fit to collaborate within a high-performance team.
Communication: Exceptional presentation skills and the "executive presence" required to lead high-stakes boardroom discussions.