Senior Director, Strategic Accounts - Meta

How You Will Make An Impact

Lead all aspects of the GCE (Global Customer Engagement) activities for the GCN (Global Cloud Networking) Meta account for Ciena.

Develop strong customer relationships that neutralize competitive infiltration into the Meta account while creating an exceptional customer experience with Ciena.

Identify & drive new business initiatives that increase Ciena's market share and drive long-term growth for our optical and high-speed connectivity portfolio across market segments.

Build & implement strategic account plans that best position Ciena to maximize its revenue and margins in line with Ciena’s strategic direction.

Maintain industry knowledge of the competitive landscape.

Work collaboratively within the sales & engineering teams as well as cross-functional teams to build winning sales, product, engineering and marketing strategies.

Identify, develop and evolve networking solutions which influence and/or support Meta’s connectivity requirements across Core, Metro, Edge, Inside the Data Center and Submarine applications.

Identify, consolidate & prioritize feature requests for strategic sales opportunities while ensuring follow-up on innovations needed to create measurable impact on overall company success.

Provide leadership and guidance for the account’s sales and sales engineering team members, while working closely with R&D, PLM and Commercial primes to achieve our growth objectives.

The role is Global and will require flexibility to travel frequently to engage with Meta stakeholders and decision makers.

Must Haves

• 15+ years of progressive experience in senior sales leadership roles within telecommunications, networking, or a closely related technology industry
• Proven success owning and growing strategic or global accounts with responsibility for significant revenue and margin targets
• Demonstrated ability to lead and scale world-class, geographically distributed sales teams
• Extensive experience engaging, influencing, and negotiating with executive-level customer stakeholders
• Telecom infrastructure (preferably optical and/or routing and switching) experience and/or large network (service provider) footprint
• Complex sales experience
• Understanding of hyperscaler business
• Running large accounts that have oversized influence on the company's revenue
• Strong commercial acumen with a track record of driving revenue growth, market share expansion, and gross margin improvement
• Exceptional communication, collaboration, and stakeholder-management skills
• Bachelor’s degree required; advanced business degree or equivalent experience strongly preferred

Nice To Haves

• Direct experience managing Strategic Accounts with complex, multi-year investment cycles
• Balanced background selling both directly and through partners or indirect channels
• MBA or equivalent advanced business education
• Experience driving transformational platform refresh or replacement programs within customer networks
• Demonstrated ability to introduce innovative approaches that deliver value beyond the scope of the role

Pay Range

The annual total target compensation pay range for this position in California is $418,000 - $667,800 USD. This includes both base and incentive compensation.