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? As an experienced sales professional, you will drive Switching & Routing solutions sales engagements into the Bell Canada Service Provider Account. Your in-depth knowledge of this industry, as well as having established relationships with the key players in the account, will play a lead role in achieving deployment of Cienas Adaptive IP solutions. You will be responsible for implementing strategic account plans to further penetrate the Switching & Routing space and the deployment of IP solutions, by leveraging our strong position in Optical and understanding of the complete Ciena value proposition. As the ideal candidate, you will have an exemplary sales reputation and track record of success penetrating accounts with new solutions. Your role will require a transformative thought process and the capabilities to sell revolutionary solutions. To succeed, you will have an engaging personality to inspire and create excitement and be viewed as a trusted advisor. In addition to being strategic and innovative, you will bring an extensive external awareness of the Switching/Routing space as well as the Canadian Service Provider environment. Responsibilities Develop strategies and plans to drive account penetration of Cienas Adaptive IP technology Create the need and deliver transformational proposals to our customers Understand and articulate how Cienas IP technology integrates with the complete Ciena portfolio and the resulting customer value proposition Responsible for the sales process from detailed account and opportunity planning on which you execute on by educating the customer on solutions, driving the standardization process, accurately forecasting sales opportunities and meeting/exceeding order and revenue objectives General Activities Lead the selling strategy by creating short and long term plans based on research and a deep understanding of business and technology trends as well as inputs from customer Generate and deliver winning proposals, contract bids, statements of work, and RFI/RFP responses. Develop new and build on existing key customer relationships Work closely with product management, marketing, services, engineering, customer service and other departments to identify, understand and address customer requirements and challenges Collaboration with stakeholders Work tightly with key customer decision makers (director level) to understand requirements and influence outcome Ensure strong linkage with Product Management, sales overlay experts, Marketing, and other key stakeholders to drive account penetration and leverage resources across Ciena to execute on the sales plan Orchestrate cross-functional team members to deliver compelling solutions Areas of impact Identify and qualify new opportunities Build and maintain cross functional relationships within the customer and Ciena Drive market share growth and add customer value to the large base of existing Ciena solutions Experience BE/BS or equivalent required, MBA preferred 10 years sales experience with at least 5 years selling Switching/Routing Solutions with strong knowledge of Canadian Telcos Demonstrated track record of penetrating new accounts / new applications (Sales hunter role) Demonstrated ability to provide executive presence, thought leadership, strategic vision, and effective communication (both written and verbal) to influence purchasing decision of Ciena Adaptive IP solutions. Job location can be in either Montreal, Toronto or Ottawa *LI-CN 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 Cienas 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 individuals 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.