As the global leader in high-speed connectivity, Ciena is committed to a people-first approach. Our teams enjoy a culture focused on prioritizing a flexible work environment that empowers individual growth, well-being, and belonging. We’re a technology company that leads with our humanity—driving our business priorities alongside meaningful social, community, and societal impact.
The Opportunity
Ciena is committed to our people-first philosophy. Our teams enjoy a culture focused on prioritizing a personalized and flexible work environment that empowers individual passions, growth, wellbeing, and belonging. We are a technology company that leads with humanity—driving business priorities alongside meaningful social, community, and societal impact.
Reporting to the EMEA Head of Partners, the Carrier Managed Services (CMS) Consultant role is a key position within the Ciena Partner Network Ecosystem (CPNe). This role is responsible for the creation and monetisation of new carrier managed services and combines sales, technical, marketing, and product expertise to support partners, strategic customers, and account management teams. The focus is on strengthening partnerships, developing new business opportunities, and accelerating sales performance across the partner community.
Roles And Responsibilities
* Drive new CMS service development, including productization, lead-to-cash processes, OSS/BSS operationalization, and development of service storyboards with partners and customers
* Lead consultative sales and business development activities, including strategy development, executive-level discussions, relationship initiation, market dynamics assessment, service and solution definition, monetization models, opportunity qualification, and support through deal closure
* Identify target market segments, quantify market opportunities, assess the competitive landscape, and engage relevant partners and consultants to unlock new growth opportunities
* Proactively capitalize on managed service opportunities presented by market dynamics and Ciena’s positioning
* Build and maintain strong relationships with partner sales and marketing executives
* Lead business development and thought leadership initiatives to evolve existing services and drive new opportunities with partner executive leadership teams
* Onboard and enable partners through training and market development activities
* Demonstrate and implement best practices in business development, consulting, marketing, sales enablement, and team values
* Prioritize resources, OPEX, and Market Development Funds (MDF) to achieve short- and long-term sales growth objectives
* Monitor progress against business targets and plans throughout the duration of partner engagements
Must-Have Qualifications
* 8+ years of experience working in or with telecommunications service providers and network operators in Sales, Channel Sales, Business Development, Product Management, or Consulting
* Experience across the telecommunications ecosystem, including Global Carriers, Tier 1 and Tier 2 Operators, Regional Service Providers, MSOs, Submarine Operators, indirect channels, Data Center Operators, and Cloud Providers
* Experience with the Service Provider / Network Operator product development lifecycle, including the ability to develop, launch, operationalize, and enable go-to-market strategies for new carrier managed services
* Experience with direct and indirect sales strategies, including Wholesale and Enterprise communications services GTM
* Experience with channel programs, channel policies, and channel management
* Business degree; MBA or equivalent relevant work and leadership experience
* Minimum of 5 years’ experience in a telecommunications consulting role or equivalent consulting experience
Assets
* MBA and/or advanced technical degree
* Ability to prioritize, organize, and operate effectively in a fast-paced, dynamic environment
* Strong analytical, collaborative, and communication skills
* High motivation with the ability to manage multiple competing priorities across accounts
* Willingness to travel frequently
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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.
Ciena is an Equal Opportunity Employer, including disability and protected veteran status.
If contacted in relation to a job opportunity, please advise Ciena of any accommodation measures you may require.
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