Carrier Managed Service (CMS) Consultant EMEA

Carrier Managed Service (CMS) Consultant EMEA; Dubai Emirate; On-site; AED 240,000 - 360,000; Full time

Job summary

Ciena is seeking a CMS Consultant EMEA to drive new service development within the Ciena Partner Network. You will combine sales, technical, marketing and product know-how to support partners and strategic customers, accelerate sales, and strengthen partnerships across the EMEA region.

The role involves developing consultative methodologies, collaborating with regional and global teams, and identifying GTM opportunities for Service Provider Partners, including travel within Europe.

Qualifications

• Demonstrated capabilities in business development, consultative sales, partnership management and sales enablement.
• Adept at collaborating with stakeholders, managing conflict and delivering a best-in-class partnership experience.
• Experience with financial/business case justification and GTM planning for service provider partners.

Responsibilities

• Drive new CMS service development and productisation with partners and customers.
• Lead business development and thought leadership to create new opportunities.
• Engage with partner sales and marketing executives to maintain strong relationships.
• Onboard and enable partners through training and market development activities.
• Monitor progress against business targets and develop GTM collateral for target partners.
• Collaborate with Sales, Marketing, and Channel teams to align account strategy.

Skills

Business development

Consultative sales

Partnership management

Project management

Interpersonal communication

Education

University degree in Telecoms/Marketing/Business

Job description

Location Dubai

Address Reef Tower

Industry IT & Telecoms jobs,
Sales & Retail jobs,
Marketing & PR jobs,
Students and Graduate jobs,
Media & Creative jobs

Carrier Managed Service (CMS) Consultant EMEA

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.

Your role

The CMS Consultant role is responsible for new services creation within the Ciena Partner Network (CPN) community reporting into the Head of Partner Strategy & Sales for EMEA. This position combines sales, technical, marketing, and product expertise into a critical shared resource that delivers support to partners, strategic customers, and account management teams. It is also focused on strengthening partnerships, developing new business opportunities, and accelerating sales performance with our partner community. The team supports Managed Service Provider sales and business development activities with our Service Provider customer engagements under the umbrella of Ciena’s Partner program, CPN (Ciena Partner Network).

Responsible for contributing to the development of the EMEA Consulting practice by evolving to broader consulting principles, developing and instilling a robust consultative methodology.

This individual works closely with sales, marketing, partner and enablement teams both regionally and globally to identify GTM opportunities for our targeted Service Provider Partners to ultimately pull through sales opportunities.

Responsibilities

• Drive new CMS service development (Including Productisation, Lead to Cash, OSS/BSS operationalisation & building storyboards with our partners and customers)
• Skilled in all aspects of consultative sales and business development to include strategy development, executive discussions, relationship initiation, market dynamics assessment, service(s) and/or solution definitions and monetisation models, opportunity qualification and development, brokering direct field sales connections, assistance with closure, and partner satisfaction
• Identification of target market segments, quantify market opportunity, identify and engage relevant partners/consultants, assess the competitive landscape, and develop and assist with implementing services and solutions that unlock new growth opportunities for the CMS service. Proactively takes steps to capitalise on managed service opportunities presented by the market position.
• Engage with key partner sales and marketing executives creating and maintaining strong relationships with our partners
• Lead business development and thought leadership initiatives to drive new opportunities and evolve existing services with our partner executive leadership teams
• Build and evaluate key customer engagement assessments (including situational assessments)
• Onboarding and enablement of our partners through training and market development activities
• Demonstrate and implement best practices in business development, consulting, marketing, sales enablement, and team values
• Prioritise resources, OPEX and market development fund investment to achieve short and long-term sales growth.
• Monitor progress against business targets throughout the duration of engagements.
• Generate GTM business cases alongside and on behalf of targeted Service Provider Partners
• Work with Service Provider Partners to identify prioritised end customer target vertical segments and generate suitable service definitions per vertical segment (finance, healthcare, wholesale etc), aligned to Ciena solution capabilities, expressed in end customer benefits
• Generate customised vertical segment GTM collateral and value propositions for each target Service Provider by leveraging market insights, data and material developed via centralised partner and consulting functions

Collaboration with stakeholders

• Work closely with Sales Leaders to align under the umbrella of the overall Account Strategy
• Work closely with the global Marketing to shape marketing vertical segment content and collateral to ensure it is expressed in terms of Service Provider Partner target vertical segments and end-customer requirements.
• Work closely with the global Channel and Partner team to leverage Ciena’s CPN Partner program
• European based travel is to be expected

Areas of impact

• Highly effective influencing skills across functions/regions and various levels of management
• Ability to collaborate cross functionally and drive new principles to be adopted and implemented across EMEA at all levels
• Strong market and customer interaction experience, allowing the candidate to speak authoritatively on market, services, vertical segments, technology & architectural trends and competitive landscape within the expected Ciena customer base
• Good depth of experience in enterprise applications associated networking needs (i.e. Data Centre networking, Cloud Networking, video transport etc)
• Good understanding of networking and evolved SDN/NFV technologies (i.e. Optical, Carrier Ethernet, IP and associated automation and analytics) and how these technologies can enable Service Provider Partners to deliver differentiated services to the market
• Consultative style and manner with a strategy and development nature

Experience

• Demonstrated capabilities in all aspects of business development, consultative sales, partnership management and sales enablement.
• Proven track record of business development to help Service Providers grow new business and foster long-term strategic relationships.
• Adept at collaborating with key stakeholders, managing conflict, resolving issues and escalating where appropriate to deliver a best-in-class partnership experience.
• Strong business acumen and deep telecommunications managed services market knowledge.
• Industry knowledge with an understanding of managed services, solutions, technology. partnerships, economics, industry trends and channels to drive growth strategies with partners.
• Firm understanding of pertinent telecommunication technology including optical transport (L1), Carrier Ethernet (L2), IP (L3), Software Defined Networking and Network Function Virtualisation.
• Ability to communicate complex technology solutions in simple terms for applicable industry customers and partners
• Strong project management skills with an ability to execute multiple business development initiatives simultaneously
• Exceptional written and oral communication skills with extensive experience presenting a broad range of materials and storytelling to influence stakeholders including C suite.
• Proactive, demonstrates initiative, results oriented, highly analytical with a strong planning capability.
• Detailed knowledge of a consulting methodology life cycle into Carrier Managed Service Providers
• Experience developing financials models to translate the solution benefits into financial business case justification for transformation.
• At least 10+ years’ experience working in or with Telecommunication Service Providers and network operators in Sales, Channel Sales, Business Development, Product Management or Consulting.
• Experience in the Telecommunications eco-system including Global Carriers, Tier 1 Operators, Tier 2 Operators, Regional Service Providers, MSOs, Submarine Operators, Indirect channel, DC Operators and Cloud Providers.
• Experience with Service Provider/Network Operator Product Development Lifecycle and NPI process requirements to develop, launch, operationalise, and enable the GTM with new carrier managed services.
• Experience with Direct and Indirect sales strategy and Wholesale and Enterprise communication services GTM.
• Experience with channel programs, channel policies and channel management.
• Excellent interpersonal/communication/influencing skills.
• University degree in Telecoms/marketing/business related subject.

About Ciena
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.

Additional Requirements

• Degree in Telecoms - Marketing - Business