Senior Consultant, Partner Sales

Ciena Limited; Madrid; Presencial; EUR 60.000 - 80.000; Jornada completa

Descripción de la vacante

Ciena Limited is seeking a Partner Account Manager to drive growth through Value-Added Resellers and Distributors within the telecom industry. This role involves extensive travel, relationship management, and strategic sales to enhance market presence. Ideal candidates will have proven sales experience in telecommunications, strong partner engagement skills, and the ability to develop actionable sales strategies. Ciena fosters a diverse and inclusive work environment, committed to employee growth and wellbeing.

Formación

• Proven sales experience in Enterprise and Service Provider markets.
• Knowledge of OSS, Optical, IP Routing and Switching.
• Ability to analyze customer requirements.

Responsabilidades

• Build and maintain relationships with partners to increase market share.
• Define and develop sales strategies in collaboration with marketing.
• Engage directly with customers when necessary to support partner resources.

Conocimientos

Sales experience

Partner Sales

Telecom industry knowledge

Relationship management

Descripción del empleo

Ciena is committed to our people-first philosophy. Our teams enjoy a culture focused on prioritizing a personalized and flexible work environment that empowers individual passions, growth, wellbeing, and belonging. We’re a technology company that leads with our humanity—driving our business priorities alongside meaningful social, community, and societal impact.

Blueplanet, the Software division of Ciena, provides market-leading, vendor-neutral, intelligent automation software and specialized professional services to help clients modernize their IT and network operations. Driven by policy and AI-based insights, Blueplanet delivers the closed-loop automation tools needed to align IT and networking processes—critical to facilitating digital transformation and an adaptive network. If you want to be part of the company that delivers these outcomes, then the Blueplanet division of Ciena is the place to be.

How You Will Contribute :

Reporting to the sales head of the International Region, as a Partner Account Manager, you will be responsible for driving growth through Value-Added Resellers and Distributors (VAR & VAD), Systems Integrators, and Solution Provider partner channels. You will interact regularly with existing partner executives and demonstrate a strong direct sales attitude, supporting partners on relationship management with key accounts, and bringing new sales opportunities through your personal network. This role involves extensive travel and partner engagement.

Your core responsibilities will include:

• Building and maintaining trusted relationships with partners to support increased market share and spend with Blueplanet.
• Establishing an enabling function to connect Blueplanet sellers with counterparts in Global Systems Integrators to encourage joint selling and engagement strategies into Blueplanet named accounts.
• Driving growth and expansion of our reseller base, developing an active enabling function to identify, qualify, and onboard new network-centric resellers to build market momentum and increase revenue across our software portfolio.
• Engaging directly with customers and prospects when necessary, supporting partner resources where they are not established as directly managed accounts.
• Defining, developing, and planning sales strategies, working closely with marketing to raise awareness of Ciena / Blueplanet, and attending networking events to build a strong pipeline.
• Ensuring sales targets are met or exceeded.
• Advising partners on network & OSS solutions and services that best meet customer requirements, including assessments and analysis of client needs.
• Aligning the Blueplanet portfolio within partner services and ensuring sales teams are aware of positioning and benefits.
• Supporting pricing negotiations and conducting face-to-face channel meetings with partners and clients to achieve sales aligned with Blueplanet pricing policies.
• Engaging internal Blueplanet resources to build and drive a long-term managed services strategy, and communicating key information to the account management team and sales VP to strengthen corporate relationships.
• Prioritizing resources, OPEX, and market development fund investments to achieve short- and long-term sales growth.

The Must Haves :

• Proven experience in Sales and Partner Sales within Enterprise and Service Provider markets, especially in OSS, Optical, and IP Routing and Switching business.
• Knowledge of the telecom industry, Tier 1 and Tier 2 Operations, Regional Service Providers, MSOs, Indirect channels, SC Operators, and Cloud Providers.
• Ability to understand and analyze customer requirements to define appropriate solutions.
• Comfort in interacting with senior levels of partner companies.

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At Ciena, we are committed to fostering an environment where employees feel respected, valued, and heard. We value workforce diversity and do not tolerate discrimination. Ciena is an Equal Opportunity Employer, including for disability and protected veteran status. If contacted regarding a job opportunity, please advise us of any accommodations you may require.