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Channel Account Manager

6 months ago

Sydney, Australia Ciena Communications, Inc. Full time

Ciena is committed to our people-first philosophy. Our teams enjoy a culture focused on prioritizing a personalized and flexible work environment that empowers an individual’s passions, growth, wellbeing and belonging. We’re a technology company that leads with our humanity—driving our business priorities alongside meaningful social, community, and societal impact.

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Ciena, a global leader in networking strategy for over 25 years, is a vital force behind the technology that powers innovations such as driverless cars, mobile streaming, VR, AI, IOT, and 5G. Our technology forms the critical infrastructure within the most advanced companies worldwide.

SCOPE OFRESPONSIBILITIES

The Channel Account Manager, reporting to theSenior Director, InternationalChannelSales, will play a critical role in managing and expanding Ciena's VAR Partners across theANZregion. Working closely with the local Sales, Marketing, and our Global Partner team, this position involves managing System Integrators, VARs, and Distributors in both the Service Provider and Enterprise markets.

The primary objective of this role is to exceed Partner sales quotas through joint selling, strategic planning, demand generation, and sales execution and enablement. This includes developing Strategic Account Plans for key Partners to increase wallet share, supporting Ciena and the Partners in sales activities within the region, and driving revenue generation and account penetration through effective collaboration with Marketing and other supporting functions.

SPECIFICRESPONSIBILITIES

•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 withtheCPNe program.

CANDIDATE PROFILE

•5-8+ years of experience in roles such asChannel AccountManagement,Sales,business development within IT technology vendors and Telecommunications sectors.

•Established relationships with Top Tier VARs and a broadpartnerecosystem.

•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

•Minimum7years’ experiencein Telecommunication, network operator sales or Partner sales

•Proven track record on ensuring Partners meet and exceed their quotas.

•Familiarity withpartnerprograms, policies, and management.

•Business degree,MBA or equivalent work experience preferred.

•Technical undergraduate degree beneficial.

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At Ciena, we are committed to building and fostering an environment in which our employees feel respected, valued, and heard. Ciena values the diversity of its workforce and respects its employees as individuals. We do not tolerate any form of discrimination. 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.