Account Director

Ciena; Milton; Hybrid; NZD 120,000 - 150,000; Full time

Job summary

A leading technology firm is seeking an experienced Business Leader to manage major accounts and develop customer relationships at all levels. You will execute sales strategies and lead the sales process to exceed business goals in New Zealand. The ideal candidate has over 10 years of experience in system sales and a strong technical background. The role requires excellent interpersonal skills and a strategic mindset, with a focus on driving new business.

Qualifications

• 3+ years of major account management experience.
• 10+ years in system sales, engineering, or product management.
• Advanced understanding of market segmentation.

Responsibilities

• Lead and execute sales strategy to exceed quotas.
• Develop strong customer relationships at all levels.
• Manage SFDC and track sales progress.

Skills

Strong interpersonal skills

Presentation skills

Account strategy

Sales strategy execution

Problem-solving

Education

Business or Science/Engineering Degree

Job description

Your Role

This position is responsible for leading Major Business Account and managing the overall business relationship between Ciena and Client.

The Business Leader is responsible for developing strong customer relationships that negate competitive infiltration into the account and provide customer intimacy at ‘C’ level

We are looking for a highly motivated, results oriented, experienced leader with strong account strategy and large system sales background.

Candidate must have strong interpersonal and presentation skills, possess the ability to handle many competing priorities within customer accounts and possess a strong focus to drive new business while exceeding quarterly and annual order, revenue and margin targets.

Strong focus on execution and sales strategy together with the ability to maintain and expand opportunities in existing pipeline. Ownership of senior relationship throughout the Account at both an external and internal perspective.

Your Responsibilities

• Responsible for Leading, devising and executing sales strategy and account planning to meet/exceed sales/booking/margin quota
• Build and implement account strategy plan that best positions CIENA to maximize its revenue streams and margins in accordance with company expectations.
• Be able to initiate and develop strong customer relationships at all levels to include executives.
• Participate in setting strategy and tactics for each specific sales objective
• Advanced knowledge of the competitive landscape and the regional business market
• Overall responsibility for the sales and fulfilment process associated with the global activities.
• Prioritize various sales opportunities.
• Responsible for SFDC management along with weekly status/progress and forecast reports.
• Work with extended Ciena team, including executive team, product marketing, product management, and sales operations to achieve sales and revenue objectives.
• Develop and maintain a thorough understanding of Ciena products and future portfolio
• Responsible for direct sales activities requiringBookings/Revenue/Marginpresentations at all levels of management
• Leadership position across all disciplines required to develop and maintain the customer

Minimum Requirement

• Minimum Business or Science/Engineering Degree in technical field or equivalent experience
• A minimum of 3 years previous major Account / Global Account management experience essential.
• 10+ years system sales, system engineering, product management or combination preferred.

Preferred Requirement

• Prefer MBA and/or advanced technical degree
• Strong understanding of markets, including market segmentation and service providers.
• Advanced knowledge of the competitive landscape and the L0-L3 network infrastructure both hardware and software
• Software and Professional services experience – desirable
• Strong Business / Executive Communication skills essential
• Strong understanding of large global account sales and ability to think strategically about new business opportunities. Ability to make sound – and tough - judgments.
• Keen awareness of market intelligence with respect to competitors – in Australia and globally.
• Budgetary assessment and planning to include forecasting at monthly and quarterly periods.
• High pressure short timescale mentality that still maintains a balanced and methodical approach to problem solving.
• Experience in Complex Sales methodology.

#LI-SM #LI-Remote #LI-Hybrid

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

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