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IP Business Development Manager Frankfurt

2021-05-29 23:01:27
IP Business Development Manager Frankfurt
Since 1992, Ciena has been driven by a relentless pursuit of network innovation. We believe in a network that grows smarter, more agile, and more responsive every day. This means that when you digitally interact in your world - picking up the phone, streaming video, texting a friend or loved one – your interactions are being enabled by Ciena technologies. Ciena makes your social / entertainment / business existence REAL.

Your Role

The EMEA Sales Business Development Manager is accountable for building and driving Ciena’s

Ethernet/IP business with nominated direct customers & partners in EMEA.

Primary function is to develop new Ethernet/IP business for nominated customers,

identifying/qualifying opportunities, building value propositions, business models and working with

existing Account Teams to deliver on new Ethernet/IP revenues within the region.

This person is expected to work across multiple organizations (including Ethernet/IP PLM, and the

Regional Sales Team) in the... development and execution of Ethernet/IP business within the region.

This includes responsibility for articulating what our Customer’s needs are, developing and closing

solutions sales opportunities.

This person will work as part of a multi-disciplined team focused on hardware/software solution

sales, and must provide coaching to others in the team on IP solution sales best practice.

Your Responsibilities
• For nominated customers/partners, work with the account leader to set the sales engagement strategy for identified Ethernet/IP opportunities.
• Identify key customer needs and help to position Ciena solutions, focusing on articulating business benefits
• Identify the solution propositions that are relevant for each customer/partner opportunity
• Ethernet/IP propositions to include, but not limited to: Business Services (Ethernet, IP, Virtualized services); 4G/5G Mobile backhaul; Network Transformation; Fiber Deep; Utility networking
• Engage with resources from with Strategic Sales (Ethernet/IP, Services & Software), extended SE/Sales teams, PLM, GPO & others to execute the sales strategy
• Manage opportunities through the sales cycle, keeping Salesforce opportunity records updated and accurate
• Develop and build effective relationships with key customer stakeholders
• Develop/manage business case justifications with PLM for key roadmap requirements to support business opportunities
• Engage as the primary point of contact for Ethernet/IP opportunities with nominated customers
• Share sales best practice with sales teams inside EMEA
• Creation of regular cadence with key regional accounts.
• Creation of regular cadence with virtual teams supporting each opportunity.
• Highly effective communication skills (verbal and written) when interacting with both internal and external customers
• Effective interpersonal skills that can both persuade and influence decision making and strategic thinking
• Balance of skills contributing at a senior level (CxO engagements) and “rolling up sleeves”.
• Proactive & Effective collaborator
• Strong gravitas and presence
• Highly motivated, a self starter
• Ability to think strategically about new business opportunities.
• Ability to work and operate within a matrix organization
• History of successful IP solution sales engagements
• Ability to influence internal and external stakeholders in driving Ciena IP solutions engagements
• Nominated Account teams – Direct & Partner
• EMEA and Corporate Marketing
• Ethernet/IP PLM
• EMEA Strategic Solutions Sales
• EMEA, CTO, SE’s and Architecture
• EMEA Regional and Blue Planet Sales
• EMEA and Corporate Business and Commercial Operations
• EMEA and Corporate Leadership
• Exceed regional plan for Ethernet/IP sales in the current year and drive non-linear growth rates outstripping those of traditional business over 3-year plan period
• Grow Ethernet/IP sales at nominated accounts – both in year and over next 3 years
• Share IP solutions sales knowledge among the regional sales team more broadly and ensure best practice is packaged to facilitate replication.

Minimum Qualifications
• Bachelor of Science in Business Administration or Engineering preferred - with telecommunications, networking or communications systems concentration.
• Min 10 Years in relevant industry for Solution Sales and Consulting experience with successful and progressive track record of accomplishment and increasing responsibility
• Significant experience either working for key IP vendors (Cisco, Juniper, Nokia etc.), or working with their solutions
• Language required : German & English


About Ciena
Ciena is a network strategy and technology company with a passion to provide an experience, to you and our customers that is as rewarding as the outcome. We attract the best and brightest– those with outstanding talent, motivation, and the right attitude to contribute to our success. Our culture balances our openness and informality with professionalism and trust and is built on the foundation of our core values: Customer First, Integrity, Velocity, Innovation, and Outstanding People.

Ciena enables everyone to have a voice and a network that supports them while on the journey to discovering their passion and purpose. We trust each individual to do what they can to reach their full potential and make an impact on the business, whenever, wherever they are in the world. With Ciena’s highly innovative, forward-thinking business practices, we reward people for pushing the boundaries. Unlock your potential at Ciena!

Being You @ Ciena
As part of our commitment to diversity and inclusion, we want to foster an environment that values and respects all individual’s strengths, perspectives, ideas, and ability to meet the needs of our customers globally. Ciena values the diversity of its workforce and respects its employees as individuals, regardless of race, ethnicity, religion, gender, age, national origin, disability, sexual orientation, veteran or marital status or any other category protected by applicable law. We do not tolerate any form of discrimination.
Ciena is also committed to compliance with all fair employment practices regarding citizenship and immigration status.

If contacted in relation to a job opportunity, you should advise Ciena in a timely fashion of the specific accommodation measures required for you to be assessed in a fair and equitable manner
Frankfurt Germany (+2 others)
IP Business Development Manager Frankfurt Ciena Frankfurt
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