Senior Director, Strategic Accounts

🕒 May 21

🏄 California – Remote

🏄 California – Remote

💵 $418k - $667.8k / year

⏰ Full Time

🟠 Senior

👔 Director

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Ciena

WebsiteLinkedInAll Job Openings

5001 - 10000 employees

Founded 1985

📡 Telecommunications

🔧 Hardware

💰 Series C on 1995-12

Telecommunications • Hardware • Networking

Ciena is a global leader in optical and routing systems, services, and automation software. We build the world’s most adaptive networks to address ever-increasing digital demands for richer, more connected experiences for all users. For three-plus decades, we’ve brought our innate sense of humanity to our relentless pursuit of innovation.

📋 Description

• Lead and execute short-, medium-, and long-term go-to-market strategies to drive growth in bookings, revenue, margin, and market share across strategic accounts • Own and consistently deliver quarterly and annual financial commitments, including bookings and revenue targets aligned to equal or majority share of customer spend across applicable Ciena solutions • Build, lead, and inspire a high-performing global sales team through coaching, mentorship, and role-model leadership • Engage directly with executive-level customer stakeholders to strengthen relationships, uncover growth opportunities, and differentiate Ciena’s portfolio from competitors • Personally spearhead complex, high-impact sales pursuits as needed to accelerate deal closure and customer outcomes • Maximize lifecycle value by expanding services revenue, including negotiation of profitable long-term maintenance and support agreements • Collaborate cross-functionally to align customer requirements with Ciena’s global product roadmap and marketing strategy

🎯 Requirements

• 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 • Understand 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

🏖️ Benefits

• medical, dental, and vision plans • participation in 401(K) (USA) & DCPP (Canada) with company matching • Employee Stock Purchase Program (ESPP) • Employee Assistance Program (EAP) • company-paid holidays • paid sick leave • vacation time