Account Management Leader

Ciena; Mumbai; On-site; INR 3,500,000 - 5,200,000; Full time

Job summary

Ciena in Mumbai seeks a seasoned sales/account leader to drive business growth across strategic telecom service provider accounts in India. Engage customers, develop opportunities, and execute account strategy while collaborating with cross-functional teams.

Based in Mumbai, reporting to the General Manager, India Sales, the role may be an IC or people-lead depending on experience. Travel as required; strong communication and relationship-building skills are essential.

Qualifications

• Bachelor's degree required in a technical, engineering, or business discipline.
• 12–18 years of experience in telecommunications sales, systems engineering, or product/related areas.
• Demonstrated success managing customer relationships and driving growth in telecom/tech markets.

Responsibilities

• Drive revenue growth across strategic telecommunications service provider accounts.
• Develop and execute account plans aligned with customer priorities and Ciena objectives.
• Identify, qualify, and advance sales opportunities through full sales cycle.
• Build and maintain relationships with customer stakeholders across functions.
• Contribute to RFP/RFI, quotation, and proposal activities.
• Collaborate with Systems Engineering, Product, Marketing, Services, and Sales Ops teams.
• Communicate customer requirements, market trends, and competitive insights.

Skills

Relationship building

Communication skills

Presentation skills

Negotiation

Stakeholder management

Cross-functional collaboration

Education

Bachelor's degree in Technology/Engineering/Business

Job description

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.

This role drives business growth across strategic telecommunications service provider accounts in India through customer engagement, opportunity development, and account strategy execution. Based in Mumbai and reporting to the General Manager, India Sales, the position collaborates with customers and cross-functional teams to align business objectives and customer priorities. The role may be structured as either an individual contributor or a people leadership position depending on the experience of the successful candidate.

How You Will Make An Impact

• Drive revenue growth across strategic telecommunications service provider accounts.
• Develop and execute account plans aligned with customer priorities and Ciena business objectives.
• Identify, qualify, and advance sales opportunities through the full sales cycle.
• Build and maintain relationships with customer stakeholders across technical, operational, and commercial functions.
• Contribute to RFP, RFI, quotation, and proposal activities.
• Collaborate with Systems Engineering, Product Line Management, Marketing, Services, and Sales Operations teams to develop customer solutions.
• Communicate customer requirements, market trends, and competitive insights to internal stakeholders.

The Must Haves

• Education: Bachelor's degree in a Technical, Engineering, or Business-related discipline.
• Experience: 12-18 years of experience in telecommunications sales, systems engineering, product management, or a combination of these areas.
• Demonstrated success managing customer relationships and driving business growth within telecommunications or technology markets.
• Application of telecom technologies, including optical networking, IP/data networking, and service provider environments.
• Experience supporting commercial negotiations, opportunity management, and account planning.
• Stakeholder management within a matrix organization.
• Communication, presentation, and relationship-building skills.

Nice To Haves

• Experience leading teams, projects, or cross-functional initiatives.
• Existing relationships within Indian telecommunications service providers.
• Background in solution-selling methodologies and complex sales cycles.
• Analytical, planning, and organizational skills.
• Ability to operate independently while collaborating across multiple stakeholder groups.
• Willingness to travel as required.

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.