Principal Sales, Cloud & AI Components

This is a fully remote position, open to applicants in California.

📋 Description

• Propel the expansion of Ciena's global semiconductor division through both direct and indirect sales channels within the Cloud & AI sector.

• Directly report to the Global Leader of Global Cloud & AI Networking Sales.

• Lead sales initiatives with targeted clientele.

• Collaborate with direct sales teams, Product Line Management, R&D, and ecosystem partners to promote the adoption of interconnect solutions.

• Formulate and implement strategies to market and sell Ciena's components portfolio.

• Develop and execute business plans to support sales growth within prioritized accounts and market segments.

• Drive the sales of electro-optic assemblies, modules, and intellectual property to data centers, semiconductor manufacturers, OEM and ODM partners, along with other related ecosystem participants.

• Surpass sales targets across assigned accounts and market segments.

• Utilize complex sales methodologies, engaging stakeholders and planning accounts effectively.

• Optimize the utilization of Ciena's interconnect solutions and associated intellectual property portfolio.

• Maintain reporting on both direct and indirect sales strategies, opportunities, and progress.

• Foster collaboration among Product Line Management, R&D, Marketing, Services, Commercial Management, Legal, Human Resources, and other corporate functions.

• Employ sales and business tools, including Salesforce CRM, bid management applications, and CLM tools.

• Ensure adherence to company sales policies, procedures, and guidelines.

• Regularly engage with executive-level prospects, customers, and partners.

• Leverage an established industry network to generate new business opportunities.

• Anticipate market trends within hyperscale, AI, data center, OEM, and ODM segments.

• Travel approximately 35% of the time.

⛳️ Requirements

• Bachelor's degree in a technical field is preferred, or an equivalent level of relevant experience.

• At least 15+ years of direct sales experience in hardware, semiconductor, or component sales.

• Demonstrated success in building and executing business plans and sales strategies in rapidly growing technology markets.

• Proven ability to cultivate relationships with senior executives and key decision-makers in Cloud & AI organizations.

• Experience in driving design wins and promoting solution adoption in data center environments and through OEM/ODM channels.

• Comprehensive understanding of customer needs and market dynamics within the data center and AI infrastructure ecosystem.

• Experience selling intricate semiconductor, component, or electro-optic solutions to hyperscale and cloud customers.

• Extensive knowledge of electro-optic solutions, data center architectures, switching and routing platforms, optical transport technologies, and cloud and AI infrastructure markets.

• Established relationships with hyperscalers.

• Approximately 35% travel required.

• Proficiency in Salesforce CRM, bid management applications, and Contract Lifecycle Management (CLM) tools.

• Adherence to company sales policies, procedures, and guidelines.

🏝️ Benefits

• Eligibility for discretionary sales commissions.

• Medical, dental, and vision insurance plans.

• 401(k) (USA) with company matching contributions.

• DCPP (Canada) with company matching contributions.

• Employee Stock Purchase Program (ESPP).

• Employee Assistance Program (EAP).

• Company-paid holidays.

• Paid sick leave.

• Vacation time.

• Paid Family Leave and additional leaves of absence.

• Protections for disability and veteran status.

• Accommodation measures for candidates with disabilities.