Account Director - Ciena - London

Job description
Scope of Role

Work as part of the Level 3 global account team to deepen our relationship with the customer and expand the applications and business with level 3. The candidate will deliver orders in support of the Level 3 plan number through a combination of expanding existing business and delivering new wins. The candidate will also be responsible for developing strong customer relationships across multiple levels and functions in the customer organization in order to position Ciena to maximum advantage

Specific Responsibilities

Responsible for executing sales strategy to meet/exceed booking quota
Build and implement account strategy plan that best positions Ciena to maximize its revenue streams and margins in accordance with company expectations
Meet / exceed bookings quota for current projects, working closely with customer Design, Planning and Operations teams and the Ciena delivery team
Develop and lead sales campaigns to drive Ciena’s OPN architecture vision leading to new wins and applications within the EMEA region
Work with the global account team to capitalize on existing wins and help position Ciena for new wins in the future
Develop value propositions to address the customer’s unique business needs, increasing Ciena’s relevance and building a reputation as a trusted advisor to Level 3’s business leaders.
Develop a thorough understanding of Ciena products and propositions and how these deliver economic, operational and technological value to customers
Responsible for sales forecasting activities requiring Bookings/Revenue/Margin presentations at all levels of management

Required Skills

Strong understanding of large account sales and ability to think strategically about new business opportunities.
Background in Telecom industry with specific relevance to Level 3 business.
Good understanding of Enterprise market and applications served by service provider customers.
Excellent presentation and communication skills
Keen awareness of market intelligence with respect to competitors
Complex sales methodology discipline


Desired Characteristics

Highly motivated, strong interpersonal and presentation skills
Ideally able to leverage a strong network of existing contacts in Level 3
Strong leadership skills – in relation to both direct or virtual team members
Strong sense of Ownership and responsibility.
Ability to quickly evaluate account opportunity and set direction
Ability to prioritize, organize and operate in a fast moving, aggressive environment
Ability to work as a part of a global account team and leverage Ciena’s global relationship with Level 3 to overachieve sales goals

Required Experience

3-year degree (Technical or Business) or relevant work experience
7+ years Business experience.
Level 3 Account experience strongly preferred
Some Enterprise experience desirable
A minimum of 3 years previous major account management essential

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