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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This is an exciting opportunity to join Ciena’s global sales enablement team working in partnership with multiple constituents including Ciena’s Learning & Development team, Regional Sales Operations, and Regional People & Culture Business Partners to define and deliver learning and development for Sales.

The primary goal is to develop sales enablement strategies/execution plans and execute those plans that enables Ciena to motivate, develop, empower and enable tools and programs for its sales team so that they can drive the highest customer quality of engagement in the industry.

Responsibilities:

· Develop sales enablement strategy and framework including considerations for short- and long- term organization evolution aligned to Ciena’s strategic plan, customer and product areas, future of buying and evolution of selling.

· Contribute to roadmap on identification of and alignment to strategic Global Customer Engagement (GCE) priorities and future skills required to meet its business priorities (ie. Sales methodology, Negotiation methodology, Account Planning, Sales Tools, Product Offer Specific Training Cadences)

· Develop documented strategy/implementation for Global Sales training in above mentioned areas in partnership with L&D and sales regions

· Work closely with the enterprise L&D team in administration of approved enablement-focused budget

· Ensure the account planning process reflects the business need and enablement activities are aligned with associated account planning tools/technology

· Lead sales coaching account/deal coaching

· Identify focus areas, gaps and any regional specific considerations and best practices as part of the global framework

· Leverage external parties as required to gain industry insight and bring best practice to Ciena’s enablement strategy.

· Partner closely with the leader of sales technology and process team to ensure training aligns to processes and technology platforms and support technology launches by creating communication strategies and execute those strategies.

· Incorporate Sales Technology and process training into the overall curriculum

· Partner closely with the sales operation’s regional leads and marketing operations

· Serve as an advocate for the field by streamlining or blocking communications or initiatives targeted at sales. This will require constant engagement and ear to the field.

· Ensure training content is accessible, comprehensive and well managed within Content Central and online learning repositories - “3-4 clicks” to find right content

· Ensure the curriculum meets the business need:

o How to best position/sell the products and solutions we have for maximum value

o Strong financial understanding & negotiation training to best position offers

o How to engage customers (& sales teams) in a more virtual world

o How to deliver best in class customer engagement and build trust

Background Skills, Experience and Behaviors

· Passionate / energized individual, able to lead/drive multi-org team (collaborative style)

· Real life Sales/BD customer facing experience an asset (or Enablement with a Sales force) - Can represent what it takes to develop great salespeople/leaders

· Understand future needs of enablement (best practices) and shape what the position needs to be

· Knows our industry/business – understanding of the sales cycle in a company like Ciena’s (long, complex sales cycle supported by a variety of functions)

· Works with a programmatic approach, proven ability to execute and measure outcomes

· Clear and concise communicator who understands how to communicate with a diverse global group of sales stakeholders

· Motivated by emerging technology (AI) and digital transformation

· Experienced in operationalizing sales programs (i.e. SPIFF, Surveys, Contests, etc).

· Minimum 4 years college degree (major: communications or adult learning) or 4 years of equivalent professional experience

The annual pay range for this position is $108,600 - $179,300 USD

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.
 

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