Global Client Executive GCN - Google Sales Leader

Ciena; United States; On-site; USD 372,000 - 616,000; Full time

Job summary

An established industry player is seeking a dynamic Global Client Executive to lead customer engagement for a major tech account. In this pivotal role, you will foster strong relationships, drive innovative business initiatives, and develop strategic plans that align with market demands. Your expertise in networking and solution sales will be key in enhancing customer experiences and expanding market share. This role offers the opportunity to work in a flexible environment that values personal growth and well-being while making a significant impact in the tech sector. If you are a self-starter with a passion for technology and customer success, this is the perfect opportunity for you.

Benefits

Medical, Dental, and Vision Plans

401(K) with Company Matching

Employee Stock Purchase Program

Employee Assistance Program

Paid Sick Leave

Paid Vacation Time

Discretionary Incentive Bonus

Paid Family Leave

Company-Paid Holidays

Qualifications

• 10+ years of solution sales experience in the networking industry.
• Strong technical acumen in optical and high-speed connectivity.

Responsibilities

• Lead Global Customer Engagement activities for the Google account.
• Develop strategic account plans to maximize revenue and margins.
• Collaborate with sales and engineering teams to build winning strategies.

Skills

Customer Experience Management

Presentation Skills

Communication Skills

Business Acumen

Problem Solving

Relationship Management

Technical Acumen in Networking

Sales Strategy Development

Education

Bachelor's Degree or Equivalent Experience

Tools

Salesforce.com

Job description

Ciena is committed to our people-first philosophy. Our teams enjoy a culture focused on prioritizing a personalized and flexible work environment that empowers an individual’s 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.

The job reports directly to the Vice President & General Manager Sales – GCN Division.

How You Will Contribute as the Global Client Executive:

• Lead all aspects of the GCE (Global Customer Engagement) activities for the GCN (Global Cloud Networking) Google account for Ciena.
• Develop strong customer relationships that neutralize competitive infiltration into the Google account while creating an exceptional customer experience with Ciena.
• Identify & drive new business initiatives that increase Ciena's market share and drive long-term growth for our optical and high-speed connectivity portfolio across market segments.
• Build & implement strategic account plans that best position Ciena to maximize its revenue and margins in line with Ciena’s strategic direction.
• Maintain industry knowledge of the competitive landscape.
• Work collaboratively within the sales & engineering teams as well as cross-functional teams to build winning sales, product, engineering and marketing strategies.
• Identify, develop and evolve networking solutions which influence and/or support Google’s connectivity requirements across Core, Metro, Edge and Submarine applications.
• Identify, consolidate & prioritize feature requests for strategic sales opportunities while ensuring follow-up on innovations needed to create measurable impact on overall company success.
• Provide leadership and guidance for the account’s sales and sales engineering team members, while working closely with R&D, PLM and Commercial primes to achieve our growth objectives.
• The role is Global and will require flexibility to travel frequently to engage with Google stakeholders and decision makers.

The Must Haves:

• Self-starter, capable of "owning" the complete customer experience.
• Ability to promote a positive (and enjoyable) work environment for colleagues and customers.
• Excellent presentation skills. Highly effective communication skills (verbal and written) when interacting with both technical and non-technical customers.
• Ability to ‘read’ the audience leveraging both verbal and non-verbal cues.
• Strong business and technical acumen in the optical and high-speed connectivity domain. Strong problem solving and organization skills. Creative and innovative approach to complex solution sales and deal structures.
• Demonstrated ability to build and maintain executive relationships (internally and with customers).
• Bachelor's degree or equivalent years of experience. Greater than 10 years of solution sales customer-facing experience in the networking industry.
• Proven success and strong track record of managing complex technical and commercial relationships.
• Experience with and clear understanding of hyperscale business drivers, objectives and strategies.
• Experience and proficiency in the use of Salesforce.com for opportunity management and forecast reporting, along with related customer quotations.

Location:
US West Coast – Bay Area or Denver.

Pay Range:

The annual total target compensation pay range for this position in California is $372,400 - $615,400. This includes both base and incentive compensation.

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. 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.

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.