Channel Account Manager

2 months ago

Sydney, New South Wales, Australia Ciena Communications, Inc. Full time
Job Title: Channel Account Manager

Ciena Communications, Inc. is seeking a highly skilled Channel Account Manager to join our team. As a Channel Account Manager, you will play a critical role in managing and expanding Ciena's VAR Partners across the ANZ region.

Key Responsibilities:
  • Develop Strategic Account Plans for key Partners to increase wallet share and exceed Partner sales quotas.
  • Support Ciena and the Partners sales activities within region by creating, nurturing, and responding jointly to sales opportunities for products and services.
  • Proactively support revenue generation, account penetration within agreed countries and accounts via the Partner leveraging Marketing and other supporting functions.
  • Be the liaison between Ciena and the Partner for pre and post sales.
  • Collaborate with Ciena Direct Sales and supporting teams on account/region strategies.
  • Support the local Sales leaders in establishing quarterly and annual sales objectives for the assigned Partners in the region.
  • Keep abreast and track sales activities ensuring timely intervention.
  • Work with our Partners to ensure they have taken the appropriate training to deploy our solutions successfully.
  • Ensure Partner compliance with the CPNe program.
Requirements:
  • 5-8+ years of experience in roles such as Channel Account Management, Sales, business development within IT technology vendors and Telecommunications sectors.
  • Established relationships with Top Tier VARs and a broad partner ecosystem.
  • Demonstrated ability to recognize and act on go-to-market strategies, marketing programs, and strategic partnerships.
  • Strong cross-functional influence, relationship building, and project management skills.
  • Excellent business acumen, negotiation abilities, and communication skills.
  • Proven funnel development.
  • Proactive team player willing to lead initiatives and work across organizations.
  • Ability to work in a matrix organization and across multiple countries.
Education and Experience:
  • Minimum 7 years' experience in Telecommunication, network operator sales or Partner sales.
  • Proven track record on ensuring Partners meet and exceed their quotas.
  • Familiarity with partner programs, policies, and management.
  • Business degree, MBA or equivalent work experience preferred.
  • Technical undergraduate degree beneficial.

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.

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