Senior Director, Strategic Accounts

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

📋 Description

• Lead and implement go-to-market strategies for short-, medium-, and long-term initiatives to foster growth in bookings, revenue, margin, and market share across key accounts.

• Take ownership of and consistently meet quarterly and annual financial commitments, ensuring bookings and revenue targets align with achieving equal or majority share of customer spend across relevant Ciena solutions.

• Build, manage, and motivate a high-performing global sales team through effective coaching, mentorship, and exemplary leadership.

• Engage directly with executive-level customer stakeholders to enhance relationships, identify growth opportunities, and distinguish Ciena’s portfolio from competitors.

• Personally lead complex and impactful sales initiatives as necessary to expedite deal closures and enhance customer outcomes.

• Maximize lifecycle value by increasing services revenue, including negotiating lucrative long-term maintenance and support agreements.

• Collaborate across functions to align customer needs with Ciena’s global product roadmap and marketing strategy.

⛳️ Requirements

• Over 15 years of progressive experience in senior sales leadership positions within telecommunications, networking, or a closely related technology sector.

• Proven track record of successfully managing and expanding strategic or global accounts, with accountability for significant revenue and margin targets.

• Demonstrated capability to lead and scale world-class sales teams that are geographically distributed.

• Extensive experience in engaging, influencing, and negotiating with executive-level customer stakeholders.

• Experience in telecom infrastructure (preferably optical and/or routing and switching) and/or managing complex sales for large network (service provider) footprints.

• Understanding of hyperscaler business models.

• Experience managing large accounts that significantly influence the company's revenue.

• Strong commercial insight with a demonstrated history of driving revenue growth, expanding market share, and improving gross margins.

• Exceptional skills in communication, collaboration, and stakeholder management.

• Bachelor’s degree required; advanced business degree or equivalent experience is 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.