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.
Blueplanet, the Software division of Ciena, provides market-leading, vendor-neutral, intelligent automation software and specialized professional services to help clients modernize their IT and network operations. Driven by policy and AI-based insights, Blueplanet delivers the closed-loop automation tools needed to align IT and networking processes—critical to facilitating digital transformation and an adaptive network. If you want to be part of the company that delivers these outcomes, then the Blueplanet division of Ciena is the place to be. (www.blueplanet.com)
How You Will Contribute
Reporting to the sales head of the International Region, as a Partner Account Manager, you will be responsible for driving growth through Value-Added Resellers and Distributors (VAR & VAD), Systems Integrators, and Solution Provider partner channels. You will interact regularly with existing partner executives and demonstrate a strong direct sales attitude, supporting partners on relationship management with key accounts and bringing new sales opportunities to the table through your personal network. This role involves extensive travel and partner engagement.
Your core responsibilities include:
* Building and maintaining trusted relationships with partners to support increased market share and spend with Blueplanet.
* Establishing an enabling function, connecting sellers from Blueplanet with counterparts in Global Systems Integrators to encourage joint selling and engagement strategies into Blueplanet named accounts.
* Driving growth and expansion of our reseller base and developing an active enabling function to identify, qualify, and onboard new network-centric resellers to build market momentum and increase revenue across our software portfolio.
* Engaging directly with customers and prospects where necessary to support partner resources.
* Defining, developing, and planning sales strategies, and working with marketing to raise awareness of Ciena/Blueplanet, including attending networking events.
* Ensuring sales targets are achieved or exceeded.
* Advising partners on network & OSS solutions and services that meet customer requirements, including full assessments and analysis.
* Aligning the Blueplanet portfolio within partner services and ensuring sales teams are aware of positioning and benefits.
* Supporting pricing negotiations and conducting face-to-face channel meetings to achieve sales aligned with pricing policies and client needs.
* Engaging internal Blueplanet resources to build and drive a long-term managed services strategy, and communicating key information to account management and sales leadership.
* Prioritizing resources, OPEX, and market development fund investments to achieve sales growth.
The Must Haves
* Proven experience in Sales and Partner Sales within Enterprise and Service Provider markets, particularly in OSS, Optical, and IP Routing and Switching businesses.
* Knowledge of the telecom industry, including Tier 1 and Tier 2 Operations, Regional Service Providers, MSOs, Indirect channels, SC Operators, and Cloud Providers.
* Ability to analyze customer requirements and define appropriate solutions.
* Comfort with engaging at senior levels within partner companies.
* Effective communication skills, including executive presence, synthesized messaging, and strong written, verbal, visual, video, and social skills.
Not ready to apply? Join our Talent Community to get relevant job alerts straight to your inbox.
At Ciena, we are committed to building an environment where our employees feel respected, valued, and heard. We value workforce diversity and do not tolerate discrimination. Ciena is an Equal Opportunity Employer, including disability and protected veteran status. If contacted regarding a job opportunity, please advise us of any accommodation measures you may require.
#J-18808-Ljbffr