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.
Reporting to the GM International, the VP of Majors Accounts will focus on developing and driving the ambitious growth agenda for all Major Accounts in the EMEA region. You will also be an active member of the EMEA Leadership Team, contributing to the overall strategy and success for the region. You will be accountable for deepening customer relationships, collaborating with key stakeholders and enabling your team to drive customer transformation by leveraging Ciena Adaptive Network proposition.
Create strategies to drive growth across Major Accounts in line with the EMEA strategic operating plan
Build and develop collaborative relationships in order to drive customer transformation and growth outcomes
Collaborate and influence senior stakeholders across Ciena with regards to customer transformation priorities. Be an ambassador for customers in the Majors account groups, sharing key themes and insights with important stakeholders such as PLM for solution design
Develop and maintain C-suit relationships in customer organization, whilst at the same time empowering the Sales team to develop own senior level engagement strategies.
Highly collaborative member of the EMEA Leadership Team. Contribute to the development and execution of the broader EMEA strategy and objectives
Lead, manage and motivate the Majors Accounts team to ensure that sales targets are met and exceeded
Coach team to respond to complex customer opportunities. Leveraging Adaptive Network value proposition and using complex account planning and sales methodologies
Drive sales enablement and training plans for team, so that they are equipped and confident to sell Ciena’s solutions
Ensure accurate reporting and forecasting using SFDC
Build and develop a high performing team. Develop talent strategies, including actively developing and sponsoring successors. Develop high potential talent for other roles in Ciena.
Skills & Experience
Proven track record of successful quota attainment in a sales management role within the industry
Outstanding collaboration, communication and influencing skills. Strong gravitas and leadership presence
Strategic thinker. Ability to contribute to EMEA wide strategy as well as develop long term plans for own customer base
Understands the key drivers to build and execute a Majors Accounts strategy in a dynamic environment
Comfortable building C-suit level relationships in customer organizations
Comfortable with complex deal negotiations and the required senior stakeholder engagement to achieve successful outcomes
Developer of talent. Builds team that fully leverage the market opportunity to drive new growth
Can set a vision that others can align to; drives cross team collaboration in a matrixed and virtual environment
High business acumen and financial expertise
Comfortable understanding market data, customer and competitor landscape in order to create strategic growth plans
Strong advocate of Sales tools, including SFDC
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.
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