Global Client Executive GCN – Google Sales Leader
Job title: Global Client Executive GCN – Google Sales Leader in California at Ciena
Company: Ciena
Job description: 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.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.The job reports directly to the Vice President & General Manager Sales – GCN Division.How You Will Contribute as the Global Client Executive:
- Lead all aspects of the GCE (Global Customer Engagement) activities for the GCN (Global Cloud Networking) Google account for Ciena.
- Develop strong customer relationships that neutralize competitive infiltration into the Google account while creating an exceptional customer experience with Ciena.
- Identify & drive new business initiatives that increase Ciena's market share and drive long-term growth for our optical and high-speed connectivity portfolio across market segments.
- Build & implement strategic account plans that best position Ciena to maximize its revenue and margins in line with Ciena’s strategic direction.
- Maintain industry knowledge of the competitive landscape.
- Work collaboratively within the sales & engineering teams as well as cross-functional teams to build winning sales, product, engineering and marketing strategies.
- Identify, develop and evolve networking solutions which influence and/or support Google’s connectivity requirements across Core, Metro, Edge and Submarine applications.
- Identify, consolidate & prioritize feature requests for strategic sales opportunities while ensuring follow-up on innovations needed to create measurable impact on overall company success.
- Provide leadership and guidance for the account’s sales and sales engineering team members, while working closely with R&D, PLM and Commercial primes to achieve our growth objectives.
- The role is Global and will require flexibility to travel frequently to engage with Google stakeholders and decision makers.
- Self-starter, capable of "owning" the complete customer experience.
- Ability to promote a positive (and enjoyable) work environment for colleagues and customers.
- Excellent presentation skills. Highly effective communication skills (verbal and written) when interacting with both technical and non-technical customers.
- Ability to ‘read’ the audience leveraging both verbal and non-verbal cues.
- Strong business and technical acumen in the optical and high-speed connectivity domain. Strong problem solving and organization skills. Creative and innovative approach to complex solution sales and deal structures.
- Demonstrated ability to build and maintain executive relationships (internally and with customers).
- Bachelor's degree or equivalent years of experience. Greater than 10 years of solution sales customer-facing experience in the networking industry.
- Proven success and strong track record of managing complex technical and commercial relationships.
- Experience with and clear understanding of hyperscale business drivers, objectives and strategies.
- Experience and proficiency in the use of Salesforce.com for opportunity management and forecast reporting, along with related customer quotations.