City : Remote Site, Ontario, Canada

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.

Consultant, Field Systems Engineering

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 non-negotiable.  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 Senior Manager- Canadian Sales Engineering, your role will be a strategic, customer facing, Routing and Switching Consulting Systems Engineer supporting  Canadian Service Provider customers to define and implement next generation residential and commercial access networks.

You will be accountable for defining, developing and presenting Routing and Switching solutions with key customers and partners as well as the broader Sales/SE community. As a member of the Sales Engineering team, the candidate will work directly with the account teams to define strategy, solutions, and perform in depth feature analysis required for success, including driving and tracking the features to ensure continued focus.

You will play a key role, interfacing with customers at all stages, acting as a primary voice for Ciena as it relates to Routing and Switching solutions and their value. Important parts of your role will be to support RFx responses, lead technical tasks (ie lab trials), and work with technical leads to guide them through the operation of Ciena equipment.

This is a highly interactive role, requiring interaction with many organizations within Ciena, including sales and sales engineering teams, as well as corporate entities such as Product Line Management, R&D, CTO and Professional Services.

You’ll play an important role relative to knowledge transfer - ensuring the continuous upskilling of the sales teams. You will actively transfer knowledge to local sales and sales/systems engineering resources to build increasing fluency in architectural solutions, as opposed to product-based solutions, and business value in addition to technical differentiation.

• You will support complex architectural engagements with Ciena customers, involving all relevant products and technologies within Ciena’s portfolio while increasing knowledge and understanding of solution architectures across the broader sales and system/sales engineering community.
• As an expert technical lead, you’ll work alongside other engineering/design resources to specify the best solution for a given opportunity and support PLM requests for key roadmap requirements to support business opportunities.
• You’ll play an active role in supporting bid responses, as well as technical presentations, demos, and proofs of concept throughout a sales cycle
  • Drive advanced architecture discussions that incorporate Routing, Carrier Ethernet, Adaptive IP, Network Management, SDN/NFV/Cloud, and virtualization
  • Work directly with customer technical leads to guide them through provisioning Ciena routers and switches and get them comfortable with the Ciena SAOS CLI and NMS operations of Ciena products
• You will play a key role in ensuring that any customer specific activities are tracked through Salesforce while concurrently developing and building effective relationships with key customer stakeholders.
• You’ll influence PLM in the development of new capabilities to support architectures relevant to customers in the region.
  • Assist in tracking of product deliverables and communicating issues to regional teams
  • 25%-50% travel required

What Does Ciena Expect of You?

• Business acumen – you have detailed knowledge of Ciena’s products, the competitive landscape and an in-depth understanding of sales cycle and stage requirements.
• Collaborator – you possess the ability to leverage relationships to understand current business, available and future products, Ciena’s investment strategies and competitive differentiators.
• Agility – you are readily able to manage competing and ever-changing account priorities in a highly matrixed organization.
• Communication expertise – you can effectively tailor a message/articulate a value proposition to an audience to enable engagement at all levels of an organization, i.e., able to communicate a good blend of technology/networking trends, as well as business value of Ciena solutions.
• The ability to influence – you’re capable of working with internal stakeholders to drive decision-making and strategic thinking, and external stakeholders to influence the adoption of Ciena solutions.
• Strategic thinking – you can readily identify new business opportunities and solve complex technology issues.
• A commitment to learning – you keep abreast of the market and competition and use that information to Ciena’s advantage.

The Must Haves:

• Expert level knowledge of multi-layer network architectures (IP, Ethernet, MPLS) and Core Routing/Switching technologies and protocols (BGP, OSPF, IS-IS, IGRP,G.8032, MPLS-TP, 802.1ag, etc) is required
• Detailed understanding of Carrier Network deployments and architectures
• Detailed understanding of Enterprise customer environments
• Hands-on systems level understanding and an ability to learn and apply new concepts and technologies quickly
• Understanding of backbone long-haul transport, metro DWDM, optical evolution and packet transport a plus
• Time management skills; ability to plan, prioritize, execute & follow-up within a timely manner
• Professionalism in attitude, conduct, and appearance
• Ability to work within a high-performance team
• Flexible, able to handle multiple tasks with minimal supervision
• Ability to build strong customer relationships and support an overall sales strategy
• Expert technical expertise and desire to learn new technologies
• Needs to have demonstrated lead in management of on-going activities such as RFP activity, trials and product acceptance
• Software design and development knowledge (Linux, REST, JSON, OpenFlow, OpenDaylight, OpenStack, OPNFV, SDN, VMWare, etc.) is a plus
• Must be able to work well with Ciena R&D, Engineering and PLM
• Excellent organizational skills due to dynamic nature of activities
• Technical Degree; BS in Engineering or Computer Science or relevant experience
• Expert in architecting complex IP and Carrier Ethernet Networks
• In-depth knowledge of multilayer networking systems
• 5+ years telecommunication industry experience

• Effective communicator (executive presence, synthesized messaging (+) strong written/verbal/visual/video/social skills)

Assets:

• Advanced degree and/or formal industry certifications
• Prior experience as a contributor on a sales account

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At Ciena, we are committed to building and fostering an environment in which our employees feel respected, valued, and heard.  Ciena values the diversity of its workforce and respects its employees as individuals. We do not tolerate any form of discrimination.

If contacted in relation to a job opportunity, please advise Ciena of any accommodation measures you may require.