Services Sales Lead

Ciena; Rockhampton Regional; On-site; AUD 150,000 - 210,000; Full time

Job summary

Ciena is seeking a senior professional services sales leader to drive growth across the ANZ market. You will identify and develop opportunities with telecommunications providers, MSPs, and enterprise customers, aligning services with evolving network needs and AI programs.

You will build senior-level relationships, shape value propositions, and collaborate across cross-functional teams to forecast, qualify, and close complex services deals while meeting ambitious sales objectives.

Qualifications

• Bachelor’s degree or equivalent experience in a related discipline.
• 9+ years of professional services sales in telecom or technology sectors.
• 5+ years of quota-carrying sales experience with achievement of targets.
• Experience managing and closing complex services opportunities with service providers or enterprise customers.
• Experience applying optical networking technologies, routing, switching, and architectures.
• Experience engaging senior business stakeholders and technical decision-makers.
• Experience developing and positioning network transformation solutions supporting modernization and AI initiatives.

Responsibilities

• Drive professional services sales opportunities across the ANZ region focused on network transformation and modernization initiatives.
• Build and maintain relationships with senior business stakeholders, technical decision-makers, and customer leadership teams.
• Identify, qualify, and develop opportunities within telecommunications service providers, managed service providers, and enterprise customers.
• Contribute to customer network transformation initiatives by aligning services solutions with evolving network requirements, including AI infrastructure programs.
• Collaborate with Account Directors, Sales Engineering, Regional Leadership, Product Line Management, Commercial, Finance, Legal, and Delivery teams to develop customer solutions.
• Develop value propositions, commercial positioning, proposals, and customer-facing solution strategies.
• Maintain opportunity forecasting, pipeline management, and account growth plans to achieve assigned sales objectives.

Skills

Relationship building

Stakeholder engagement

Opportunity development

Forecasting & pipeline management

Cross-functional collaboration

Value proposition development

Education

Bachelor’s degree or equivalent in Engineering/Telecommunications/CS/Business

Job description

As the global leader in high-speed connectivity, Ciena is committed to a people-first approach. Our teams enjoy a culture focused on prioritizing a flexible work environment that empowers individual growth, well-being, and belonging. We’re a technology company that leads with our humanity—driving our business priorities alongside meaningful social, community, and societal impact.

Drive services-led growth across the ANZ market by identifying and developing network transformation opportunities with telecommunications service providers, managed service providers, and large network operators. This role contributes to customer modernization initiatives by aligning professional services solutions with evolving network and infrastructure requirements. Success is achieved through customer engagement, cross-functional collaboration, and disciplined sales execution.

How You Will Make An Impact

• Drive professional services sales opportunities across the ANZ region focused on network transformation and modernization initiatives.
• Build and maintain relationships with senior business stakeholders, technical decision-makers, and customer leadership teams.
• Identify, qualify, and develop opportunities within telecommunications service providers, managed service providers, and enterprise customers.
• Contribute to customer network transformation initiatives by aligning services solutions with evolving network requirements, including AI infrastructure programs.
• Collaborate with Account Directors, Sales Engineering, Regional Leadership, Product Line Management, Commercial, Finance, Legal, and Delivery teams to develop customer solutions.
• Develop value propositions, commercial positioning, proposals, and customer-facing solution strategies.
• Maintain opportunity forecasting, pipeline management, and account growth plans to achieve assigned sales objectives.

The Must Haves

• Education: Bachelor’s degree in Engineering, Telecommunications, Computer Science, Business, or a related discipline, or equivalent experience.
• Experience: 9+ years of professional services sales experience within telecommunications, networking, or technology sectors.
• Experience: 5+ years of quota-carrying sales experience with achievement of assigned sales targets.
• Experience managing and closing complex services opportunities with telecommunications service providers, managed service providers, or enterprise customers.
• Application of optical networking technologies, routing, switching, and telecommunications architectures.
• Experience engaging senior business stakeholders and technical decision-makers.
• Experience developing and positioning network transformation solutions supporting modernization and AI-driven infrastructure initiatives.

Nice To Haves

• Experience participating in commercial discussions, proposal development, and deal structuring activities.
• Experience in a Sales Engineering, Solutions Engineering, or Technical Consulting capacity.
• Experience selling services associated with network transformation, automation, cloud, AI infrastructure, or managed services programs.
• Familiarity with ANZ telecommunications market dynamics and key service provider accounts.
• Experience working within matrixed global organizations and cross-functional teams.
• Executive presence and customer-facing credibility.
• Ability to operate across technical, commercial, and customer discussions.

PS: As part of our growth plan for the year, we’ve begun building a pipeline of suitable candidates while we await confirmation of the hiring budget for FY27-Q1

At Ciena, we are committed to building and fostering an environment in which our employees feel respected, valued, and heard. Ciena values the diversity of its workforce and respects its employees as individuals. We do not tolerate any form of discrimination.

Ciena is an Equal Opportunity Employer, including disability and protected veteran status.

If contacted in relation to a job opportunity, please advise Ciena of any accommodation measures you may require.