Director, Sales Engineering

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.

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The Opportunity / What we’re looking for:

We believe in the power of people. We are a network strategy and technology company that is motivated by making a difference in people’s lives – their productivity, their creativity, their health and comfort. That’s why our engineers design and implement technologies that we sell to allow people to do great things.

The role / What you will do at Ciena:

As EMEA SE Leader for MOFN Business, the ideal candidate needs to be able to perform a player coach role and lead by example. Build a small team of subject matter experts to support Global Content Provider opportunities across the EMEA region.

The role will require knowledge of the Data Center Interconnect market and business models, working closely with Global Ciena teams and customer teams both on Content provider side and Service Provider Sales side. The role will need connect and collaboration with Key decision makers on GCN side (Strategic Negotiators and Technology Leaders) and Senior Executives on Service Provider Sales side.

ESSENTIAL DUTIES AND RESPONSIBILITIES

Track the Market

• Keep track of market trends in the Data Center & Subsea Segment
• Keep track of technology evolution in the Data Center Networking Domain
• Track DCI (Data Center Interconnect) Market and different business models
• Keep track of country data sovereignty laws, regulations around acquisition of fiber, network operating license etc.
• Be able to corelate trends and identify business opportunities for Ciena.

Customer / Ciena Relationships

• Build trust with key technology decision makers and strategic negotiators on GCN side
• Be the subject matter expert and technical advisor to our customers
• Connect with Service Provider Sales teams
• Drive collaboration with internal and external stake holders to align the interest of GCN customers and SP teams.

Team Building & Management

• Assess the market opportunity along with Sales Leaders
• Build and nurture a strong technical team of Pre-Sales experts in the DCI domain
• General team management functions (Performance | Appraisals | Feedback | Hiring etc)
• Executive readouts and business reporting functions

Ciena Products & Solutions

• Build expertise on Ciena DCI Products and Solutions
• Be able to drive network architecture discussions, comparisons and clearly articulate Ciena’s value proposition as a market leader in this segment
• Be aware of competitive landscape on technology and commercial models
• Lead Customer Product solution discussions and presentations
• Lead in the preparation of quotes, RFx's, and forecasts
• Own the end to end solution responsibility for Ciena proposals to end customers.

Travel: As required to drive the business (~25%)

Other:

• Evaluate technology trends, learn from customer inputs and feedback into Product Line and R&D teams to drive new development on features
• Any other duties as assigned.

DESIRED CHARACTERISTICS

• Needs to be a collaborator.
• Be able to work with multi-cultural teams across different time zones.
• Be able to build and operate a strong team

EDUCATION and RELEVANT EXPERIENCE

• Bachelor’s Degree (CS, EE), or equivalent experience, required
• Master’s Degree, preferred
• 15-20 years telecommunications / industry experience
• Transport Engineering or Product Management background required
• Prior Internet Content Provider experience would be beneficial

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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.