Job description 

How You Will Contribute: 

As a Director, Field Systems Engineering, you will be supporting Tier 1 service provider account team, the ideal candidate would work closely with SE-team and Account Manager(s) on positioning and sales of Ciena products and solutions.

You will position Ciena’s leadership in packet optical, packet networking, software and services solutions as well as be capable of articulating Ciena’s unique value proposition to the customers

You will perform technical oversight on a number of initiatives including driving on-site customer engagements, written proposals, network engineering using Ciena’s in house tools, as well as quote creation. 

Assisting with customer product and technology solution discussions and presentations, you’ll support the development of pricing strategies and incentives designed to win business. 

Developing and conveying out-of-the-box solutions, along with solution ideas to key decision makers to focus on their business issues

Associating with Account managers and Business Development managers to pilot complex deal cycles with C-level executives

Owning the Solutions you will be required to plan and execute the product road map and provide technical leadership to the PLM/engineering team

Working cross-functionally with business development, marketing, technology and finance team to ensuring the timely and successful delivery of the solutions according to customer needs and objectives

What Does Ciena Expect of You? 

Relationship Builder – you possess the know-how to build trusted, long-term relationships quickly. 

Problem solver – you have the ability to readily assess a customer’s requirements and technical issues and identify optimal solutions. 

A savvy communicator – understanding how to tailor your communications and proposals accordingly to specific audiences to ensure your ideas recommendations are understood and well-received. 

A sense of urgency – what’s important to the customer is equally important to you.  You make getting things done a priority. 

A commitment to learning – about Ciena’s products, competitor offerings and customer concerns. 
 

The Must Haves: 

• Bachelor’s degree in Engineering or Masters degree
• Focus on Optical Networking/Telecom E2E Networking/Routing & Switching   Knowledge
• Understanding of service providers market space and their technical needs
• Ability to demonstrate leadership in technical sales activities
• Ability to understand customer needs and use technical expertise to develop customer solutions
• Accountable for Tier 1 accounts and ensures achievement of target
• Hunt and win new logos
• Experience in winning business in large & complex projects
• Key Account Planning & Management
• Executive Presence – the ability to build and maintain relationships with Csuite
• Build and expand the team as and when the business grows
• Ability to build strong customer relationships and support an overall sales strategy
• Expertise in use of Ciena network design and modelling tools will be a plus
• Team player and strong collaborator with superior verbal & written communication skills
• Leadership Experience across verticals or Territories is an added plus