Consultant, Services Sales

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

As a Professional Services Sales Consultant, you are responsible for positioning the Services portfolio in the ANZ (Australia & New Zealand) sales and business development organizations and towards customers. You will enable the account teams and sales engineers on the professional services solutions and support them in customer engagements and offer preparation. In addition, you are the connection to the Services-PLM organization that defines and develops the service offerings, providing them with updates on the market and customer requirements, while presenting their product updates to the sales and engineering teams. In short, you are a trusted partner for all professional services solution related matters in the regional sales organization. This position combines solution consulting & technical expertise and business development and is focused on strengthening our services offerings, developing new business opportunities, and accelerating services sales performance.

Your Responsibilities:

- Support of sales teams and sales engineers in offer preparation for professional services
- Proactively identify and drive professional services opportunities
- Understanding customer’s diverse and specific business needs and gathering knowledge to meet those needs
- Responsible for end-to-end solution design and operational readiness, suggesting solutions and innovative ideas meeting client needs
- Prepare and deliver customer documentations, presentations and demos with clarity and confidence
- Develop and successfully implement strategies to exceed the sales and profitability targets
- Maintain strong cross selling initiatives, leveraging sales forums and local teams
- Provide support to customers, offering clear advice and solutions wherever possible
- Facilitate engagement of services product line with account teams and customers
- Regularly update Services-PLM with info about market & customer requirements
- Enable regional ANZ sales force on services solutions and offerings
- Collaborate with stakeholders
- Act as the liaison between sales teams or customers and the internal Services-PLMs
- Establish strong strategic partnerships with clients, sales teams and service product line
- Work closely with relevant functions (e.g. operations, marketing, finance) to ensure the successful creation and positioning of solution proposals
- Communicate with main peers on a regular basis and respond to specific queries
- Networking at a senior level to ensure market and customer intelligence

Minimum Qualifications
- Engineering Degree or equivalent
- 10+ years of solid telecommunications industry experience
- Good knowledge of service provider/network operator product lifecycle and the requirements to develop, launch, operationalize new services
- Experience with designing, consulting, or delivering professional services
- Ability to build business cases with financial / business modelling
- Self-starter with the ability to jump in and make things happen in a matrixed environment
- Business acumen and understanding of sales cycle and stage requirements
- Professionalism in attitude, conduct, and appearance
- Ability to influence decision makers through confidently presenting and consulting
- Ready to travel ~ 30 to 50%
- Knowledge on OSS / BSS added advantage

LI-SM

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.