GCN Principal Sales, Cloud & Ai Components

Ciena; United States; Remote; USD 281,000 - 449,000; Full time

Job summary

Ciena, the global leader in high-speed connectivity, seeks a Principal, Sales - Cloud & AI Components in California to drive growth in its semiconductor business. You will lead direct and indirect sales with hyperscale customers, partnering with PLM, R&D, and ecosystem partners to promote electro-optic assemblies and IP.

The role requires 15+ years in hardware or semiconductor sales, strong executive relationship skills, and the ability to sell into data center and cloud environments.

Qualifications

• 15+ years of direct hardware, semiconductor, or component sales experience.
• Bachelor's degree in a technical field preferred.
• Experience selling into hyperscale, data center, and cloud customers.
• Strong relationships with senior executives and key decision-makers.
• Proven ability to drive design wins and solution adoption.

Responsibilities

• Develop and execute strategies to market and sell Ciena's components portfolio directly to targeted customers.
• Create and execute business plans that drive sales growth in priority accounts and market segments.
• Lead sales of electro-optic assemblies, modules, and IP into data centers, semiconductor manufacturers, OEM/ODM partners, and related ecosystem participants.
• Exceed sales targets across assigned accounts and market segments.
• Collaborate across Product Line Management, R&D, Marketing, Legal, Sales, and Finance to execute sales strategies.
• Travel approximately 35%.

Skills

Strategic sales planning

Executive relationship building

Complex deal management

Cloud & AI market knowledge

Hyperscale/data center sales

Education

Bachelor's degree in a technical field

Tools

Salesforce CRM

Bid management applications

Contract Lifecycle Management (CLM) tools

Job description

As the global leader in high-speed connectivity, Ciena builds the critical infrastructure powering the AI era. We’re a technology company shaping the future of networking, guided by innovation, integrity, and collaboration. Through development opportunities, meaningful work, and flexibility, Ciena supports growth and well-being—on and off the job. Connect with a career that matters.

The Principal, Sales - Cloud & AI Components will be responsible for driving growth in Ciena's global semiconductor business through both direct and indirect sales channels within the Cloud & AI market.

This role reports directly to the Global Leader, Global Cloud & AI Networking Sales.

Ciena's Cloud & AI business segment is supported by the Global Cloud Networking Sales organization and serves hyperscale, neocloud, native AI, emerging AI, data center, and related customers globally.

The successful candidate will lead direct sales engagements with targeted customers while partnering closely with direct sales teams, Product Line Management (PLM), R&D, and ecosystem partners to drive adoption of Ciena's interconnect solutions.

The ideal candidate will have a strong background selling semiconductor and component solutions into hyperscale environments, with experience positioning high-performance electro-optic assemblies and modules across data center, switching, routing, and optical transport applications.

The candidate must demonstrate the ability to work cross-functionally with Product Line Management, Engineering, Marketing, Legal, Sales, Finance, and Services organizations to execute successful sales strategies within the assigned market and territory.

This individual will regularly engage with executive-level prospects, customers, and partners and will be expected to leverage an established industry network to create new business opportunities.

The ability to anticipate market trends and understand evolving dynamics across hyperscale, AI, data center, OEM, and ODM segments is highly desirable.

This role requires strong leadership, influence, and collaboration skills to drive success both internally and externally.

Key Responsibilities

Business Development & Sales Execution Develop and execute strategies to market and sell Ciena's components portfolio directly to targeted customers.

Create and execute business plans that support sales growth within priority accounts and market segments.

Drive sales of electro-optic assemblies, modules, and intellectual property into:

• Data center environments
• Semiconductor manufacturers and adjacent markets
• OEM and ODM partners
• Related ecosystem participants

Sales Leadership Consistently exceed sales targets across assigned accounts and market segments.

Apply complex sales methodologies with comprehensive stakeholder engagement and account planning.

Maximize utilization of Ciena's interconnect solutions and related intellectual property portfolio.

Maintain clear and accurate reporting on direct and indirect sales strategies, opportunities, and progress.

Cross-Functional Collaboration

Promote collaboration across Product Line Management, R&D, Marketing, Services, Commercial Management, Legal, Human Resources, and other corporate functions.

Utilize sales and business tools effectively, including:

• Salesforce CRM
• Bid management applications
• Contract Lifecycle Management (CLM) tools

Ensure compliance with all company sales policies, procedures, and guidelines.

Travel Approximately 35% travel required.

Required Experience

The ideal candidate will have a proven track record of:

• Building and executing business plans and sales strategies from the ground up within high-growth technology markets.
• Developing strong relationships with senior executives and key decision-makers across Cloud & AI organizations.
• Driving successful design wins and solution adoption within data center environments and through OEM/ODM channels.
• Demonstrating deep understanding of customer requirements and market dynamics within the data center and AI infrastructure ecosystem.
• Selling complex semiconductor, component, or electro-optic solutions into hyperscale and cloud customers.

Desired Leadership Attributes

• High integrity and transparency in business dealings.
• Strong collaboration and team-oriented mindset.
• Growth-oriented and entrepreneurial approach.
• Resilience and ability to thrive in dynamic market environments.

Education & Qualifications

Bachelor's degree in a technical field preferred, or equivalent relevant experience.

Minimum of 15+ years of direct hardware, semiconductor, or component sales experience.

Extensive knowledge of:

• Electro-optic solutions
• Data center architectures
• Switching and routing platforms
• Optical transport technologies
• Cloud and AI infrastructure markets

Salary

The salary range for this position, in California, is: $281,200.00 - $449,200.00 USD #LI-JD Pay ranges at Ciena are designed to accommodate variations in knowledge, skills, experience, market conditions, and locations, reflecting our diverse products, industries, and lines of business. Please note that the pay range information provided in this posting pertains specifically to the primary location, which is the top location listed in case multiple locations are available. Non-Sales employees may be eligible for a discretionary incentive bonus, while Sales employees may be eligible for a sales commission.

Benefits

In addition to competitive compensation, Ciena offers a comprehensive benefits package, including medical, dental, and vision plans, participation in 401(K) (USA) & DCPP (Canada) with company matching, Employee Stock Purchase Program (ESPP), Employee Assistance Program (EAP), company-paid holidays, paid sick leave, and vacation time. We also comply with all applicable laws regarding Paid Family Leave and other leaves of absence.

EEO/DEI

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.