City : Remote, Maryland, United States of America

Category : Sales, Sales Support & Solutions

Industry : Telecommunications

Employer : Ciena

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.

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Why Ciena: 

• We are big proponents of life-work integration and provide the flexibility and tools to make it a reality with remote work and potentially, part-time work.
• We believe an inclusive, diverse, and barrier-free work environment makes for empowered and committed employees.
• We recognize the importance of well-being and offer programs and benefits to support and sustain the mental and physical health of our employees and their families and also offer a variety of paid family leave programs.
• We are committed to employee development, offering tuition reimbursement and a variety of in-house learning and mentorship opportunities.
• We know that financial security is important.  We offer competitive salaries and incentive programs, RSU’s (job level specific) and an employee share option purchase program.
• We realize time away to recharge is important.  We offer flexible paid time off!
• Great work deserves recognition. We have a robust recognition program, with ongoing and enhanced awards for exemplary performance.

How You Will Contribute:

Reporting to Director, Solutions Architecture, as the Enterprise Architect – Global Solutions and Partner Pre-sales (Blue Planet), you will be responsible for guiding portfolio solutions to customer business problems, working in conjunction with the Sales Leader, Technical Leader and Solution Architect as an OSS solution expert. You must be able define the transformation path for customers and the application of the solution to both business and technical users at assigned accounts. You will ensure customer satisfaction through all stages of the sales and early delivery process. You will support the Sales Leaders in a region as well as the Technical Leader and engage directly with customer senior technical leaders (typically Director, VP and above). You will also be a critical interface for supporting our Partners, providing enablement around our product portfolio and helping them in building solutions to their end customers.

• Present the Blue Planet portfolio functionality at a high-level to individual customer prospects and be able to explain how the portfolio is able to address both technical and business telecom process problems.
• Conduct technical and business requirement and solution problem gathering workshops, meetings, conferences, seminars, etc.
• Work with customers in the creation of OSS platform Transformation program definition, including assisting in the quantification of Return on Investment (ROI) from IT solution deployments.
• Support the Sales Leader/Partners in the identification of new opportunities within specific accounts, including potential solution phasing.
• Provide enablement of Strategic System Integrator (GSI) partners to understand how to position and explain the BP portfolio, support them in creating end solutions and overseeing the partners Pre-Sales process.
• Provide customers with Industry Best Practices for network and service automation projects based on your experience and knowledge.
• Provide product improvement and roadmap feedback into the product management team.

What Does Ciena Expect of You? 

• Initiative – you’re a self-starter who works with limited direction and is committed to delivering against aggressive deadlines.
• A customer first mentality – what’s important to the customer is also important to you.
• Agility – with an ability to flex between the strategic and tactical, you manage competing and ever-changing priorities and maintain a balanced and methodical approach to problem solving.
• Communication expertise – you possess the ability to tailor your message and ideas to the audience to ensure understanding and consensus.
• A commitment to innovation – you keep abreast of competitive developments and are always keen to formulate new ideas and problem solve.
• The flexibility to work independently and as part of a broader team – you thrive in a team environment, are comfortable working independently, and know how to get things done in a virtual environment.
• Relationship builder – with a proven ability to influence at all levels, you’re able to quickly develop trusted connections and get work done through others.

The Must Haves: 

• Minimum 10 years in a senior delivery consultant, solution architect role within the OSS IT platform industry.
• Over 15 years’ experience of telecommunication networking technologies including; WAN’s, LANs, and network infrastructure technologies (including L0/L1/L2/L3 Switching & Routing and Virtual Network Functions), Wireless 5G function.
• A Bachelor/Masters degree (or equivalent working experience) in Computer Science, Electrical Engineering or a related field.
• Direct experience in the sale and/or delivery of at least two of the following OSS platforms:
• Network Orchestration – Activation – Physical and Virtual.
• Network and Service Assurance, Performance and SQM.
• Inventory systems supporting planning or service provisioning.
• Understanding of the Telco OSS ecosystem and deep knowledge of one or more of the existing OSS providers products – Amdocs, Ericsson, Netcracker, Oracle, Nokia etc.
• Experience in using Telecom/Enterprise Architecture Frameworks such as TOGAF, TMF, LSO, ZTP etc.
• Experience in the creation of Solution Requirement documents as part of an OSS deployment project.
• Experience in working with GSI partners and understanding how they build solutions and operate with our end customers.
• Excellent interpersonal verbal and written communications skills
• Proven cross functional team building and leadership within stressful customer situations.
• Ability to travel domestically and internationally and sometimes on short notice

 Good To Have :

• Experience in Public Speaking at technology events.
• Work experience at a CSP or Partner company in the Telecom Industry Vertical.
• Experience in Ai application to telecommunications operational environments.
• Fluency in one or more languages besides English

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Compensation and Benefits

The annual pay range for this position is 108,400 - 173,200 CAD

Pay ranges at Ciena are designed to accommodate variations in knowledge, skills, experience, market conditions, and locations, reflecting our diverse products, industries, and lines of business. Please note that the pay range information provided in this posting pertains specifically to the primary location, which is the top location listed in case multiple locations are available.

Non-Sales employees may be eligible for a discretionary incentive bonus, while Sales employees may be eligible for a sales commission. In addition to competitive compensation, Ciena offers a comprehensive benefits package, including 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, and vacation time. We also comply with all applicable laws regarding Paid Family Leave and other leaves of absence.