Account Director

Overview

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Ciena is a global leader in high-speed connectivity with a people-first culture. The company emphasizes a flexible work environment, individual growth, well-being, and belonging, and seeks to drive meaningful social and community impact alongside business priorities.

Your Role

This position is responsible for leading Major Business Account and managing the overall business relationship between Ciena and the Client. The Business Leader develops strong customer relationships that reduce competitive infiltration into the account and provide customer intimacy at the executive level. We seek a highly motivated, results-oriented leader with strong account strategy and large system sales experience. The candidate should have strong interpersonal and presentation skills, the ability to handle multiple priorities within customer accounts, and a focus to drive new business while exceeding quarterly and annual order, revenue, and margin targets. The role requires a focus on execution and sales strategy, the ability to maintain and expand opportunities in the existing pipeline, and ownership of the senior relationship throughout the account from an external and internal perspective.

Your Responsibilities

• Lead, devise and execute sales strategy and account planning to meet / exceed sales / booking / margin quotas.
• Build and implement an account strategy plan to maximize revenue streams and margins in line with company expectations.
• Initiate and develop strong customer relationships at all levels, including executives.
• Participate in setting strategy and tactics for each specific sales objective.
• Maintain advanced knowledge of the competitive landscape and regional business market.
• Take overall responsibility for the sales and fulfilment process associated with global activities.
• Prioritize various sales opportunities.
• Manage SFDC along with weekly status / progress and forecast reports.
• Collaborate with the extended Ciena team, including executive team, product marketing, product management, and sales operations to achieve sales and revenue objectives.
• Develop and maintain a thorough understanding of Ciena products and future portfolio.
• Lead direct sales activities with bookings / revenue / margin presentations at all levels of management.
• Provide leadership across all disciplines to develop and maintain the customer relationship.

Minimum Requirements

Preferred Requirements

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Job Details

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