Senior Sales Engineer - China ICP

  • Ciena
  • Remote (China)
  • Jun 02, 2020
Full time   Information Technology

Job Description

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.

What will you do at Ciena?

Ciena Corporation offers leading network infrastructure solutions, intelligent software and a comprehensive services practice to many of the largest, most reliable and sophisticated Internet content provider, service provider, enterprise, government, and research and education networks across the globe.

As the customer facing technical sales engineer (SE) supporting the Internet Content Provider (ICP) market segment in China (PRC) the ideal candidate would work closely with an associated Business Development/Account Manager(s) on the positioning and sales of Ciena solutions into this strategic market segment. The candidate would be competent in positioning Ciena’s leadership in Coherent Optical Transmission, Data Center Interconnect (DCI), Domain Management and Control as well as be capable of articulating Ciena’s unique value proposition to the market. In addition the candidate must be able to perform technical oversight for a set of accounts including driving on-site customer engagements, written proposals, network engineering as well as creationing Bill of Materials. This individual must be able to work well in an internationally distributed environment and in particular be comfortable working closely with APJ and US based colleagues in a shared global account based environment.


  • Act as the ‘first-line’ of support person for all customers defined within the Internet Content Provider (ICP) market place (focused list) across China
  • Work closely with peers in the APJ and US based sales teams in joint customer strategies and implementation
  • Consultation with both future and current ICP customers on applications of Ciena solutions for next generation network architectures
  • Network and application level engineering for all Ciena products and solutions but with a particular focus on the packet optical and BluePlanet portfolios
  • Complete network designs for customer applications leveraging Ciena networking products and solutions
  • Drive the introduction of new concepts and capabilities into customer solutions
  • Influence customer requirements and translate high-level needs back into internal Ciena product roadmaps as required
  • Prepare quotations and assist in proposal preparation for all Ciena solutions leveraging our internal suite of design and modeling tools
  • Provide product and technical expertise to supports the sales team’s efforts
  • Prepare, design and deliver application level presentations
  • Prepare, design and deliver presentation packs for services and customers
  • Assist in the development of pricing strategies and incentives to win business
  • Assist in tracking of product deliverables and communicating issues to regional teams
  • Lead and transition customers from end-of life products to other Ciena products
  • Make independent decisions on routine technical activities in accordance with company policy and procedures
  • Review and respond to requests for RFx’s as required
  • 30% travel required based on location


  • Minimum of a Bachelor's Degree (BSEE or equivalent) and 3-5 years in the Telecom, Data Centre or associated industry with demonstrated knowledge in the packet optical market
  • Ideal candidate would have an understanding of the Internet Content Provider (ICP) market and some prior experience in this space
  • Highly motivated technical individual that desires to work on application of advanced networking architectures
  • A good understanding of the ICP market and how this differs from traditional service providers and the enterprise space
  • Strong knowledge of SDN, NFV, Orchestration, along with network element APIs and how they can benefit customers in this market segment
  • The ability to demonstrate leadership in technical sales activities including experience in delivering customer presentations, technical solution descriptions
  • Ability to understand customer needs and use technical expertise to develop customer solutions
  • Knowledge and experience of submarine networks and the submarine market would be a plus
  • Ability to build strong customer relationships and support an overall sales strategy
  • Flexible individual that is able to handle multiple tasks with minimal supervision
  • Team player and strong collaborator with superior verbal & written communication skills
  • Background in packet optical solutions and architectures


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.



Sales Role

Inside Sales