Consultant Sales Engineer - Partner Team

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.

How You Will Contribute:

As a partner-facing technical consultant, you will be focused on a select group of Strategic Solution Provider (SSP) accounts. This role requires strong knowledge of Ciena's Optical, IP, Ethernet, XGS-PON, and NMS solutions. By building close consultative relationships with our partners, and continued knowledge transfer of our solutions, you will enable our partners to design, quote, and sell networks that best suit customer needs today and tomorrow.

• Work as part of a channel sales team to develop and execute partner enablement plans

• Establish and maintain tight alignment with the Channel Account Managers (CAMs)

• Develop technical enablement plan for each partner complementing the business plan of the CAM

• Engage partner technical teams, including executive levels as well as individual contributors

• Ongoing cadence to enable virtual SE teams within each SSP

• Identify and maintain a list of SEs within each partner that can design, quote, and sell our solutions

• Leverage training materials from the Global Partner team (e.g. ACH 360)

• Direct partner SEs to bootcamp material and online tools (Quote+, P2, and CAL)

• Create custom presentations materials and present our solutions

• Work alongside partner SEs to coach them in their design and quote efforts while adhering to Ciena best practices

• Assist the partner SEs to propose network architecture solutions and help respond to RFI/ RFPs and other customer requests

• Help partner SEs to understand how to position our solutions against the competition

• Assist with partner lab engagements

• Develop initial and ongoing lab requirements

• Drive lab development and test plans

• Interface with Sales and Product Management/Marketing to develop and/or propose product enhancements to meet partner requirements

• Provide updates internally to the Ciena direct SE community and others to reinforce the value of partners

• 25 - 50% travel required

The Must Haves:

• Proven knowledge of key networking technologies (Optical, OTN, Ethernet, MPLS-TP, IP, XGS-PON, SDN & NFV) and applications (Mobility, Data Center Networking, IP/Optical architectures, Ethernet services, NMS/BSS/OSS)

• Expertise/knowledge in Coherent modems, Photonic and OTN Control planes, as well as Open Interfaces (NetConf/YANG, REST, T-API, etc)

• Detailed working knowledge of the technologies applied in Ciena's packet-optical portfolio, including Photonic components and systems, L3 routing & services, L2 transport & services, transport & protocols, Open Line Systems, Software Defined Networking, APIs, etc

• Engineering degree or equivalent experience

• 10+ years of proven experience in the telecommunications industry with solution sales or consulting expertise, along with a successful and proven track record of accomplishment

• Relevant formal certifications (CCNA, CRSA, CRSP, OC-P, etc.) are a major plus

Location:

• This position will cover US-based partner accounts

• Residency in the US is required

Pay Range:

The annual total target compensation pay range for this position is $174,800 - $279,200 USD.This includes both base and incentive compensation.

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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 anEqual Opportunity Employer, including disability and protected veteran status.

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