Network Expansion Strategist

2 days ago

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

Ciena Communications, Inc. is a global leader in networking strategy for over 25 years, driving innovations such as driverless cars, mobile streaming, VR, AI, IoT, and 5G.

As a Network Expansion Strategist, you will play a critical role in managing and expanding Ciena's VAR Partners across the ANZ region.

This position involves working closely with local Sales, Marketing, and our Global Partner team to manage System Integrators, VARs, and Distributors in both the Service Provider and Enterprise markets.

Your primary objective will be to exceed Partner sales quotas through joint selling, strategic planning, demand generation, and sales execution and enablement.

You will develop Strategic Account Plans for key Partners to increase wallet share and support Ciena and the Partners in sales activities within the region.

Your responsibilities will also include driving revenue generation and account penetration through effective collaboration with Marketing and other supporting functions.

You will be the liaison between Ciena and the Partner for pre and post-sales, collaborating with Ciena Direct Sales and supporting teams on account/region strategies.

You will support the local Sales leaders in establishing quarterly and annual sales objectives for the assigned Partners in the region, keeping abreast and tracking sales activities to ensure timely intervention.

You will work with our Partners to ensure they have taken the appropriate training to deploy our solutions successfully and ensure Partner compliance with the CPN program.

To succeed in this role, you will need:

  • 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.

Estimated salary: $120,000 - $180,000 per annum.

We are committed to building and fostering an environment in which our employees feel respected, valued, and heard. We value diversity and respect our employees as individuals. We do not tolerate any form of discrimination. Ciena is an Equal Opportunity Employer, including disability and protected veteran status.

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