Software Sales
Ciena Corporation
8 日前


  • Grow Sales of Network Management and Advanced Software Apps for Ciena.
  • Build and grow Ciena’s SW annuity subscription base
  • Engage with customers to articulate the operational value of Ciena’s Software solutions and drive engagements to successful deal closure.
  • Help build technical SW propositions for use as part of the NTS GFO team.
  • Work with NTS Solutions team across region to understand, scope and technically own propositions to Customers
  • Play a leading role as the Voice of the Customer, ensuring that their feature values are representing into Ciena.
  • Drive a creative SW led approach whereby Ciena can employ such solutions to resolve Customer business issues or take advantage of opportunities to save OPEX cost or reduce complexity within a customer’s network, or grow their top line.
  • Assist in the documentation and pricing of SW technical solutions
  • Establish and lead a robust SW mechanism to measure and coordinate base load data on the customer to drive effective SW strategies and decision making.
  • Transform business vision / strategies into enabling organization, process and technology architectures through research and analysis
  • Act as a visionary to assist GPG in defining the direction for future SW opportunities consistent with the roadmap
  • Interface across multiple business areas to coordinate deliverables, build consensus and influence outcomes
  • Provide SW leadership across NTS portfolio / opportunities
  • Mentor Ciena technical staff currently working within NTS Team
  • Understand and propose Ciena’s SW strategy in emerging technology areas such as cloud computing or emerging technologies such as wireless metering etc.
  • Have a strong working knowledge on how customers take value from SW tools and applications and how it impacts their own business strategy
  • Experience

  • Education : Degree level and solid SW experience in telecommunications or data networking experience.
  • 8+ years as a Technical / SW Leader in a major Telecoms organization or sold SW as part of a larger integrator organisation.
  • Ideally also has experience working within a Service Provider Network environment, understanding what drives value for SPs.

  • Knowledge of NMS platforms and MV solutions
  • A strong advocate in all areas of Ciena’s consultative selling approach.
  • Knowledge and understanding of the business implications of introducing (or displacing) SW solutions.
  • A good understanding of data / information architecture concepts and patterns
  • Working knowledge of mainframe and distributed platforms; exposure to virtualization
  • Broad-based knowledge of the IT industry and trends.
  • Sound understanding of a Service Provider’s network operations environment
  • Sound understanding of the drivers of Operational and capital expenses within a network operator environment
  • Candidate must have exceptional value based selling skills in Software ideally in a Telecom-based environment. .
  • Ideally have worked previously within a service provider in network operations or NOC. Candidate must be able to create opportunities, think strategically and provide some technical direction on matters of SW
  • Creative approach to selling SW into a customer’s operation
  • Actively lead SW solutions through innovative techniques and methodologies
  • Provide the SW selling credibility for Ciena
  • Consult on highly complex projects requiring in-depth knowledge across multiple business areas
  • Superior problem solving and analytical skills
  • Exemplary oral and written communication skills including meeting facilitation and presentation
  • A strong consultative sales Leader with a background in selling SW
  • Must be able to prioritize and work well under pressure with the experience and capability to work without direct control
  • Effectively communicate and provide interpersonal skills with business customers and management as well as other staff at Management level
  • Able to work with customer in potentially stressful situations
  • Must be punctual and able to accept continuous unusual work hours. Typically there will be very short notice
  • Willingness to travel for business and customer meetings as required; expected travel requirements up to 50%
  • Be able to initiate collaboration with internal departments to promote SW effectiveness.
  • Research, analyse, and make recommendations for cost effective improvements in operations by using SW as a solution.
  • Evaluate SW opportunities from an external perspective.
  • Help Negotiate and administer contracts and agreements for professional services.
  • Willingness to be part of a small cross-functional team that will drive behavioural change in Ciena with the firm support of senior executives across the business.
  • LI-CN
  • Rewarding experience. Meaningful outcomes.

    Making a difference in people's lives through design and implementation of leading network technologies. That's what motivates us.

    A distinct way to work

    Free thinking, free discussion, and collaboration are the norm. Expect more satisfying outcomes - both personal and professional.

    Ciena values the diversity of our workforce and respects its employees as individuals, regardless of race, nationality, religion, sexual orientation, gender or age.

    Ciena is also committed to developing inclusive, barrier-free selection processes and work environments. If contacted in relation to a job opportunity, you should advise Ciena in a timely fashion of the specific needs / accommodation measures which must be taken to enable you to be assessed in a fair and equitable manner.

    Information received relating to any specific needs / accommodation measures will be addressed confidentially.

    What you can expect from us

  • You will receive notification of your successful application
  • Successful applicants will be contacted by Talent Acquisition for an initial discussion
  • If suitable you will be considered for the short list and our formal interview process
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