Since 1992, Ciena has been driven by a relentless pursuit of network innovation. We believe in a network that grows smarter, more agile, and more responsive every day. This means that when you digitally interact in your world - picking up the phone, streaming video, texting a friend or loved one – your interactions are being enabled by Ciena technologies. Ciena makes your social / entertainment / business existence REAL.
We are looking for a highly motivated and talented German speaking Partner Account Manager who brings a strong track-record in reaching objectives, and is a results-oriented and creative value-builder. You will be responsible for driving growth through System Integrators, indirect Value-Added Resellers and Distributors (VAR & VAD), and Solution Provider partner channels.
You will interact regularly with existing partner executives and demonstrate a strong direct sales mindset supporting partners on relationship management with key accounts and possessing the ability to bring new sales opportunities to the table through your own personal network.
Build lasting relationships with partners and increase spend with Ciena
Plan sales strategies and work closely with marketing to raise awareness of Ciena and build a strong pipeline
Ensure that targets are achieved
Competently and knowledgeably advise partners on network solutions and services that best fulfill their customer requirements, undergoing full assessments and analysis of client needs
Align Ciena portfolio within partner services and ensure partners sales teams are aware of positioning and benefits
Negotiate pricing with partners to achieve sales in line with Ciena pricing policies and client requirements
Conducting face to face channel meetings with partners and their clients
Managing internal resource and interfacing with internal departments
To achieve personal/career advancement goals in line with Ciena’s personal development programme
Accurate forecasting of anticipated sales is required, along with regular activity reporting
Participation in planning and preparing marketing campaigns along with your own targeted campaigns
Attending networking events
Ability to build relationships and work effectively with and across all levels of a partners business
Ability to interact with a set of multifunctional teams such as Systems Engineers, Sales, Field Marketing, Operations
Able to work across multi-functions/multi-individuals to achieve desired results
Strong partner-facing and relationship building skills
Must be Native or bilingual German speaker
Self-starter who takes initiative and works with limited direction on core job responsibilities
Highly trusted individual both internally and externally who maintains and expects high standards for self and virtual teams
Excellent communicator, both written and spoken
Effective presentation and communication skills
Minimum of 3-5 years experience in Sales and Partner Sales in Enterprise and Service Provider markets driving Optical and IP Ethernet business
Ability to understand and analyse customer requirements
Ability to interact at senior levels of the partner companies
Knowledge / Strong interest in the Telecom Industry
Direct Financials Services Sales experience an advantage
Ciena is a network strategy and technology company with a passion to provide an experience, to you and our customers that is as rewarding as the outcome. We attract the best and brightest– those with outstanding talent, motivation, and the right attitude to contribute to our success. Our culture balances our openness and informality with professionalism and trust and is built on the foundation of our core values: Customer First, Integrity, Velocity, Innovation, and Outstanding People.
Ciena enables everyone to have a voice and a network that supports them while on the journey to discovering their passion and purpose. We trust each individual to do what they can to reach their full potential and make an impact on the business, whenever, wherever they are in the world. With Ciena’s highly innovative, forward-thinking business practices, we reward people for pushing the boundaries. Unlock your potential at Ciena!
Being You @ Ciena
As part of our commitment to diversity and inclusion, we want to foster an environment that values and respects all individual’s strengths, perspectives, ideas, and ability to meet the needs of our customers globally. Ciena values the diversity of its workforce and respects its employees as individuals, regardless of race, ethnicity, religion, gender, age, national origin, disability, sexual orientation, veteran or marital status or any other category protected by applicable law. We do not tolerate any form of discrimination.
Ciena is also committed to compliance with all fair employment practices regarding citizenship and immigration status.
If contacted in relation to a job opportunity, you should advise Ciena in a timely fashion of the specific accommodation measures required for you to be assessed in a fair and equitable manner.