Consultant Regional Sales APJ GCN
Hong Kong

Since 1992, Ciena has been driven by a relentless pursuit of network innovation. We believe in a network that grows smarter, more agile, and more responsive every day.

This means that when you digitally interact in your world - picking up the phone, streaming video, texting a friend or loved one your interactions are being enabled by Ciena technologies.

Ciena makes your social / entertainment / business existence REAL.

Your Role

The ideal Sales Professional will manage and develop business in conjunction with the APJ sales organisations focusing on named GCN (Global Content Network), named Data Centre and Cloud Providers in order to generate maximum revenues for CIENA at the appropriate margin levels.

Requires strong focus on winning new business expanding opportunities in new footprints throughout APJ.

Position requires strong account strategy, business acumen and technical system sales background to successfully position and win opportunities within the customer’s long-haul, subsea, metro, & data networks.

Technical knowledge of optical transport, control plane, and data networks is necessary. Expertise in SDN, cloud, as well as data centre networking concepts and principles a plus.

The ideal candidate is highly motivated, with strong interpersonal skills, presentation skills and the ability to handle many competing priorities within customer accounts.

Ability to direct activities of a Sales Engineer to ensure delivery of network recommendations, designs, and quotes. Must be a strong collaborator and build a virtual team of support across multiple internal disciplines / functions.

Must be able to drive effective communications with all levels of the customer hierarchy from project engineers through the C-Suite level.

Previous experience selling complex networking solutions to the Internet Content Provider, Data Centre and / or Enterprise vertical highly desired.

Individual must be capable of working in a highly collaborative environment with members of the North American based Global Cloud Networking team.

Must be able to execute as a team player and be able to leverage the support resources of the GCN Engineering, PLM and Services support team members.

Your Responsibilities

  • Build and implement an account plan that best positions CIENA to maximize its revenue streams and margins in accordance with company expectations
  • Responsible to meet / exceed sales bookings, revenue and margin targets
  • Participate in setting strategy and tactics for each specific sales objective
  • Work under the direction of the local GAM Sales Leader and in conjunction with Global Account Managers to execute on sales engagements / goals.
  • Advocate on behalf of the account with internal Ciena organizations to obtain product features, delivery dates, and price levels required to drive winning customer solutions.
  • Responsible for developing strong customer relationships into the targeted accounts
  • Use technical, business and other means to build barriers to entry for competition.
  • Curious and knowledgable regarding internet business and the GCN industry / space
  • Advanced knowledge of the competitive landscape and the business market
  • Overall responsibility for the sales process
  • Prioritize various sales opportunities.
  • Responsible for developing and submitting status / progress and forecast reports as required.
  • Work with extended CIENA team, including executive team, product marketing, product management, and sales operations to achieve sales and revenue objectives
  • Thorough understanding of Ciena products, especially the 6500 / Waveserver and Blueplanet family.
  • Responsible for direct sales activities requiring product presentations at all levels of management
  • Minimum Requirement

  • Technical or Business Degree preferred or Relevant Equivalent work experience.
  • Appropriate customer facing system sales, system engineering, network engineering or combination.
  • Preferred Requirement

  • Strong understanding of large account sales and ability to think strategically about new business opportunities. Ability to make sound judgments.
  • Technical background in optical networking.
  • Knowledge of network engineering and sales engineering roles and responsibilities a plus.
  • Strong business acumen and financial expertise
  • Working knowledge of SDN and network management systems.
  • Excellent presentation and communication skills
  • Keen awareness of market intelligence with respect to competitors
  • Gain understanding of for management and forecast reporting
  • Highly motivated, strong interpersonal skills, ability to handle many competing priorities
  • Strong leadership skills, with ability to influence stakeholder organizations to deliver objectives
  • Ability to quickly evaluate account opportunity and set direction
  • Creative and innovative approach to sales
  • Solutions focused
  • Detail-oriented with strong focus on follow-through / execution
  • Knowledge of GCN structure and decision processes
  • Ability to prioritize, organize and operate in a fast moving, aggressive environment
  • About Ciena

    Ciena is a network strategy and technology company with a passion to provide an experience, to you and our customers that is as rewarding as the outcome.

    We attract the best and brightest those with outstanding talent, motivation, and the right attitude to contribute to our success.

    Our culture balances our openness and informality with professionalism and trust and is built on the foundation of our core values : Customer First, Integrity, Velocity, Innovation, and Outstanding People.

    Ciena enables everyone to have a voice and a network that supports them while on the journey to discovering their passion and purpose.

    We trust each individual to do what they can to reach their full potential and make an impact on the business, whenever, wherever they are in the world.

    With Ciena’s highly innovative, forward-thinking business practices, we reward people for pushing the boundaries. Unlock your potential at Ciena!

    Being You Ciena

    As part of our commitment to diversity and inclusion, we want to foster an environment that values and respects all individual’s strengths, perspectives, ideas, and ability to meet the needs of our customers globally.

    Ciena values the diversity of its workforce and respects its employees as individuals, regardless of race, ethnicity, religion, gender, age, national origin, disability, sexual orientation, veteran or marital status or any other category protected by applicable law.

    We do not tolerate any form of discrimination.

    Ciena is also committed to compliance with all fair employment practices regarding citizenship and immigration status.

    If contacted in relation to a job opportunity, you should advise Ciena in a timely fashion of the specific accommodation measures required for you to be assessed in a fair and equitable manner.


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