• Baltimore
  • Save Job
  • 6 - 8 Years
  • Posted : above 1 month

Job Description:

Ciena may well be the most important technology company youve never heard of The innovations that wow us (driverless cars), and those we now take for granted (the ability to mobile-stream your favorite show) are the products of ingenuity from some brilliant and forward-thinking companies But those companies rely on Ciena, another vanguard of innovation, to create and advance the underlying networks that bring their breakthroughs to our doorsteps VR, AI, IOT, 5G literally none of it would be possible without the mind-boggling technology that makes the internet itself work For more than 25 years, Ciena has been the global leader in networking strategy, and our technology has been part of the critical infrastructure running within the most advanced companies in the world POSITION SUMMARY

This position requires a highly motivated individual who can add considerable value to a cross-divisional team, in managing the array of elements involved in securing new customers and in providing ongoing support to Cienas sales effort in a designated region This individual will serve as the central point of contact from the field to headquarters to ensure that all issues pertaining to Cienas sales effort are handled with maximum efficiency, flexibility, and responsiveness Their primary responsibilities will include overall bid management, pricing and margin analysis, supervising RFP responses, providing strategic and tactical support to Cienas efforts to capture new markets or customers, qualifying new business opportunities, and ensuring that problems related to ongoing sales are resolved expeditiously


Manage in the Sales development process supporting the Cienas sales effort the performance of customer qualification and new market entry analysis in collaboration with Cienas Finance, Legal and Services functions
Subject Matter Expert and owns compliance to Cienas internal processes and governance (Business Analysis and Approval Process BAAP) as relates to bid activity and contract negotiations
Work in close coordination with Cienas Global Field Operations (GFO), Finance, Legal and Services organizations to ensure all areas of the commercial deal and risk assessment have oversight, understanding and policy approval
Understand business impact of the opportunities to Cienas corporate plan within the region supported and challenges the GFO organization while assisting them in developing comprehensive commercial strategies to better position Cienas products and commercial solutions
Prepares profit/loss (P&L) analysis in accordance to the BAAP for all opportunities requiring approvals based on Cienas governance requirements
Ensures all deals coming forward for executive review and approval are represented accurately and objectively and reflective the anticipated outcome should the customer select our bid
Provides risk assessments and mitigation to all supported commercial transactions and ensures that any exposures are captured within P&L analysis and approvals of the business opportunities
Ensure that Ciena responses to formal and informal customer requests for proposals or quotes are thorough, complete, and coordinated internally
Work closely with the GFO team to negotiate contracts with Cienas customers to ensure Ciena maintains an advantageous position in all deals
Leads for the GFO team the internal approval process requirements for contract engagements and negotiations
Provides supports and/or lead for GFO the interactions with customers procurement and legal organizations during the contract negotiation process
Knowledgeable of Revenue recognition requirements and impacts through the engagement in all commercial transactions
Analyze and highlight to upper management and cross functional teams non-standard terms and conditions content within RFXs and contracts for internal evaluation and approval and drives/influences the positioning of Cienas response
Maintains the Bid Register and associated files accurately and updated as all deal supported activity evolves through the entire sales cycle process Ensures that all documents related to Ciena offers and bids are tracked, managed, and appropriately archived and accessible
Assist in forecasting, revenue planning and quarterly revenue closure activities
Help with the training and development of international sales force as relates to deal management processes, approvals and overall governance compliance
Interfaces and influence the internal cross functional teams as relates to deal management when required such as Operations, Services, Finance, Legal etc
Responsible for all aspects of business discipline, including Win/Loss Reviews; Bid/No Bid decisions; and Account Reviews
Builds and maintains financial performance metric and models for the supported set of accounts and/or regions
Analyze trends in bid activity, quarter over quarter and influences the driving of required improvements to ensure continued success
Drives cost-reduction programs or other financial performance improvements
Work in conjunction with our Program Management teams to ensure effective handover processes between pre and post sales


Significant commercial understanding of best business practices and market trends
Experience with commercial and contractual negotiations
Experienced individual that will be respected by sales teams across regions
Strong understanding of financial and commercial models
Strong Analytical skills
Strong organizational skills
Strong interpersonal skills
Strong team player and problem solver
Strong communication skills
Works independently with minimal supervision
Able to manage multiple projects simultaneously
Able to manage time effectively and work under tight deadlines
Able to work and communicate effectively with a virtual team across multiple geographies and time zones
Strong knowledge of cost accounting principles, P&L analysis, and revenue recognition principles
Familiar with PC and software applications Strong knowledge of Windows, Excel, PowerPoint, and Word

DESIRED CHARACTERISTICS Proven ability to drive discipline and actions into large organizations
Successful track record of working within a multi cultural environment


BS Business or BSEE or education / experience equivalent
6-8 years of Commercial Management experience which may include Business and/or Contract Management or Financial Analysis Technical or operations experience a plus
MBA a plus
Strong familiarity with Microsoft Excel, Word and PowerPoint, aligned to excellent analytical skills


Rewarding experience Meaningful outcomes

Making a difference in peoples lives through design and implementation of leading network technologies Thats what motivates us

A distinct way to work

Free thinking, free discussion, and collaboration are the norm Expect more satisfying outcomes - both personal and professional

Ciena values the diversity of our workforce and respects its employees as individuals, regardless of race, nationality, religion, sexual orientation, gender or age

Ciena is also committed to developing inclusive, barrier-free selection processes and work environments If contacted in relation to a job opportunity, you should advise Ciena in a timely fashion of the specific needs / accommodation measures which must be taken to enable you to be assessed in a fair and equitable manner Information received relating to any specific needs / accommodation measures will be addressed confidentially

What you can expect from us

You will receive notification of your successful application
Successful applicants will be contacted by Talent Acquisition for an initial discussion
If suitable you will be considered for the short list and our formal interview process

Profile Summary:

Employment Type : Full Time
Eligibility : Any Graduate
Industry : IT-Hardware/Networking, Telecom
Functional Area : Accounting/Tax/Company Secretary/Audit
Role : Cost Accounting/ ICWA
Salary : As per Industry Standards
Deadline : 03rd Jun 2020

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