Director, NA Federal & Commercial Partner Sales

  • Ciena
  • Remote (Washington, DC, USA)
  • Apr 15, 2020
Full time   Telecommunications

Job Description

The role / What you will do at Ciena: 

Director – Sales management responsible for driving growth through System Integrators (SI), indirect Value-Added Resellers and Distributors (VAR & VAD), Solution Providers, and non-carrier Managed Service Provider (MSP) channels covering the Federal and Commercial (Enterprise, Utilities, Public Sector, etc.) markets.

 

The Director, NA Federal and Commercial Partner Sales will work cross-functionally with Ciena Government Solutions Inc. (CGSI), Ciena Enterprise and Service Provider sales teams, the Americas Partner Sales Leader, direct and indirect sales and sales engineering resources, C-suite partner execs, marketing and support functions to create and execute on a strategic growth plan through Partners.

 

The Director, NA Federal and Commercial Partner Sales will interact regularly with existing partner executives and demonstrate the ability to bring new partner relationships to the table through their own personal network.  

 

They will work with the Sales leadership team to identify, recruit, manage, and enable Ciena’s strategic business partners including:  SIs, Solution Providers, Resellers, Tier 2 Distribution Partners, and non-carrier MSPs.

The ideal candidate will have:

  • Prior experience building a growth oriented Federal and Commercial Partner ecosystem with an emphasis on recruiting, onboarding, and growing Federal System Integrators (FSI) who own major programs of record for targeted Federal agencies/departments and that actively drive net new account penetration, and Solution Providers/Sis/non-carrier MSPs capable of proactively selling Complex WAN L2/L3 solutions and software into large Enterprise and Public Sector markets.
  • Complex WAN, IP, Carrier Ethernet, and/or Optical Networking technical selling expertise
  • Ability to work collaboratively as a Change Agent across multiple LOBs
  • A consistent track record of consistently overachieving sales quotas, while representing technical products or solutions

 Specific Responsibilities
 

  • Responsible to develop and manage the Federal and Commercial Partner growth strategy and overall partner business plan to meet or exceed order, revenue, and margin targets
  • Implement growth programs aligned to overall NA Commercial & Federal Partner strategy and influence direction of the Ciena Partner Network (CPN) program
  • Work with internal stakeholders to improve partner centric operations, systems, tool, and process gaps for transactional velocity and scale
  • Identify channel marketing and business development investment requirements and deliver financial ROI for the organization; improve OpEx spending, and increase visibility of business needs into the Americas Partner Sales leadership
  • Manage a team of direct reporting and/or dotted line reporting channel sales professionals to lead, drive and maintain Federal and Commercial partner relationships to consistently deliver on annual order, revenue and margin targets
  • Build best in class channel sales team to drive sales, capture new business, improve partner loyalty, increase the number of customer engagements and Ciena relevance in the Federal and Commercial markets
  • Work in a matrix environment with key stakeholders from Corporate Marketing organization, Partner/Channel Marketing, Global Partner Operations, and Alliances, and to implement a world-class channel sales and marketing support infrastructure that will grow our channel business
  • Work collaboratively with the Ciena Carrier, Partner, Enterprise and Federal direct sales teams to leverage corporate resources within our major accounts, share best practices, and ensure a consistent approach to our partner business
  • Work with Global Partner Organization (GPO) to ensure that partners operate within the boundaries of the Ciena Partner Network (CPN) guidelines and maintain the integrity of our partner business.
  • Work with our Ciena direct account teams to ensure that we have an effective and enabled partner channel to support growth across all aspects of Ciena
  • Manage the day to day responsibilities around business planning, CPN compliance, partner account plans, analysis, forecasting, funnel/pipeline management, demand generation, operational efficiencies, expense management, channel account manager development, sales enablement, and Partner Channel Sales related activities
  • Implement Channel enablement model that includes metrics that can be used to evaluate leading and lagging indicators, drive usage of the partner tools, partner process and programs (key inputs for scorecards and indexes)
  • Create utilization of the partner tools within the Ciena sales team through training and communications

Required Skills:

  • Experience in successfully building and growing partner related sales strategies for Commercial and Federal System Integrators, Solution Providers, VARs, Distributors, and non-carrier MSPs
  • Knowledge of current Federal market dynamics, latest technology trends, and “top of mind” mission objectives for Federal CXO’s and Department Heads, including a broad knowledge of the partners that own key government networking and telecom services related contracts and major programs, and targeted agencies/departments bidding and procurement practices
  • Understanding of the FSI market, and proven success in the major program collection/capture process
  • Knowledge of the Federal and Commercial SI, VARs, and Solution Provider players that are selling complex WAN, Packet Optical technologies, Automation/Orchestration, Virtualization, and Network Inventory solutions (and associated services) into Federal and Commercial Markets inclusive of familiarity with the organizational makeup, core missions and strategies these organizations employ to capture business.
  • Knowledge of current Enterprise market dynamics, latest technology trends, and “top of mind” objectives for CXOs and technology decision makers
  • Ability to develop joint GTM solutions with System Integrators, Solution Providers, and non-carrier MSPs with Ciena as part of their reference architectures.
  • Proven expertise in financial and analytical reporting and driving business development programs for Partner Sales teams
  • Collaborative and influencing skills with ability to work in matrix org
  • Excellent verbal, written and presentation skills 
  • Strong interpersonal, analytical, negotiations and problem-solving skills
  • Experience in using and leveraging Salesforce CRM to actively manage sales activities and opportunities

 

Required Experience:

BS/ BA preferred in Business or technology area of study plus 10+ yrs Partner Channel Sales Mgmt. experience selling to and through large Federal System Integrators who are major program owners of record and/or contract holders for targeted Federal, and through System Integrators (SI), indirect Value-Added Resellers and Distributors (VAR & VAD), and Solution Provider partner channels covering the Enterprise, Service Provider, and Public Sector markets.

 

Pre-existing business relationships with top Federal System Integrators (Lockheed Martin, General Dynamics, Harris, Booz Allen Hamilton, Leidos, Lockheed Martin, Northrop Grumman, Raytheon and SAIC, etc.)

Responsible for upholding Ciena’s Business Code of Ethics in all interactions and for promptly reporting violations of the Code or other company policies

Position must be located in close proximity to Washington, DC area.  Travel expectations: 50% to 60% domestically

Due to the nature of the U.S. Federal Business, U.S. citizenship is required

The Ciena Experience:

Rewarding experience. Meaningful outcomes.

Make no mistake that we’re committed to developing leading network technology. But our path to innovation stems from our culture and outstanding people. We embrace diversity, celebrate inclusion, and champion ideas—across the table and around the world. This is the Ciena network. You won’t find complex organization charts and stiff protocols here! Innovation travels faster in an atmosphere where ideas can be freely discussed and brainstormed on the fly. A big part of work is about enjoying more satisfying outcomes—both personal and professional.

 

Becoming a Ciena employee:

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

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

 

*LI-CN

 

 

Rewarding experience. Meaningful outcomes.

Making a difference in people's lives through design and implementation of leading network technologies. That's 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

 

tdldc

Sales Role

Business Development