Channel Account Manager

3 weeks ago

Sydney, New South Wales, Australia Ciena Communications, Inc. Full time

Ciena Communications, Inc. is committed to building a culture that empowers growth, wellbeing, and belonging. We prioritize a personalized and flexible work environment that drives our business priorities alongside meaningful social, community, and societal impact.

Job Overview:

The Channel Account Manager will play a critical role in managing and expanding Ciena's VAR Partners across the ANZ region. This position involves managing System Integrators, VARs, and Distributors in both the Service Provider and Enterprise markets.

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 the 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 CPN program.

Candidate Profile:

  • 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.

We value the diversity of our workforce and respect our employees as individuals.

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