Senior Consultant, Account Management for Brazil

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.

Sr. Regional Sales Brazil & Mexico

What will you do at Ciena?

Position requires strong sales, sales and partner management background and strong account strategy across the different accounts in multi country (Brazil, Argentina and Chile) and in different market sector as B2B, B2C and Core.

Must be able to operate quickly while handling competing priorities in a fast-paced environment. Must be an informed decision-maker. This position will report to a Sales Director Global Account.

The individual must have an understanding and experience of working with service providers, systems integrators, and carrier of carriers. Familiarity with IP Technology, SDN, Optical transport (Terrestrial/Submarine) and Data Center sales and including AI capabilities and environments.

Responsibilities

• Develop and implement strategic regional account plan that best positions CIENA to maximize sales across the different countries under responsibility.
  • Support local operation to increase sales funnel in each vertical from Headquarters and local operations.
  • Lead and replicate success strategies in the different verticals of the assigned Account.
  • Responsible to meet/exceed sale orders target.
  • Create and develop the regional plan to cover areas of interest in the assigned market.
  • Help Service Provider to generate revenue and value.
  • Adress commercial and strategic customer concerns and develop market sectors.
  • Must interface with numerous disciplines including and not limited to: Engineering, Planning, Sales, Procurement, Product, and Operations. Including CXO levels.
  • Use technical and business means to build barriers to entry for competition.
  • Advanced knowledge of the competitive landscape and the business market.
  • Drive new business for Ciena Portfolio under Global account responsibility.
  • Serve as a leader by overseeing and coordinating all internal teams and departments, ensuring their alignment and collaboration to drive the overall success of the business.
  • Create a product need in each market sector to achieve expected results.
  • Travel frequently to meet clients, attend meetings, or oversee projects as required by the role.

General Activities

• Fostering relationships with current customers. Lead efforts for new customer acquisition and expanding business in the accounts.
  • Identify and develop customer sales opportunities for new verticals and existing customer base.
  • Develop in conjunction with Partners sales strategies by country and region when required.
  • Support and align commercial strategy across the different markets/countries.
  • Thorough understanding of the Ciena product line, features, and solutions.
  • Ability to identify customer business objectives and leverage them to drive buying criteria.
  • Working knowledge of the competitive landscape and the regional business market.
  • Overall responsibility for the sales and fulfillment process associated with the regional activities.
  • Ensure effective utilization of the CRM system for accurate forecast reporting, while maintaining an up-to-date Salesforce environment by leveraging the company's required reporting tools and best practices to support data-driven decision-making and optimize sales operations.
  • Oversee and follow up on the entire sales process, ensuring alignment with the customer's processes, tools, and procedures to foster collaboration and engagement.
  • Follow up on Forecast and achievement of assigned Global account.

Collaboration with stakeholders

• Close collaboration with Sales Engineering and Product Solution teams for prospecting, lead qualifications, product presentations, and local sales campaigns to build opportunity pipeline.
  • Develop relationships at all levels in a customer organization across Network Operations, Network Engineering, Network Planning and IT Groups.
  • Collaborate closely with the extended CIENA team, including key areas such as the executive team, product development, sales engineers, finance, legal, and services, ensuring effective coordination to achieve organizational goals.
  • Work with Partners and service integrator marketing, product line management, and sales operations to achieve sales and revenue objectives.

Professional Experience and Skills

• Experience in CXO engagement in regional or local Accounts.
  • Experience creating a mid and long-term business need in regional bases.
  • Experience in large-scale solution sales, complex deal negotiating and sales closure.
  • Proven experience negotiating, solutions-based sales with end-users.
  • Experience and clear understanding of customers and regional business drivers, objectives, strategies.
  • Proven experience in developing managed services and leading market strategies to expand into new markets across various regions.
  • Extensive experience in Sales, Account Management, Sales Management, Business Acumen, Financial Expertise, Partner Management and leadership skills.

• Strong interpersonal skills.

• Strong presentation skills.

• Experience in transport, routing-switching and automation applications.
  • Self-starter, capable or ‘owning’ areas of responsibility and involving senior management for necessary issues.
  • Management and leadership skills to drive regional activities to achieve business objectives.
  • Understand Telecom/GCM business models/drivers and market intelligence with respect to competitors and customer base.
  • Ability to prioritize, organize and operate in a fast moving, aggressive environment.
  • Excellent analytical, collaborative and communications skills.
  • Highly and Self-motivated, disciplined to work independently, and skilled at promoting teamwork to ensure success.
  • Ability to handle many competing priorities within multiple accounts.
  • Creative and innovative approach to complex sales and deal structure.
  • Optical Networking & IP Technology background required.
  • Experience selling to service providers, systems integrators, and global enterprises.
  • Excellent written and verbal communication skills must be fluent in English.
  • 4-year minimum Technical Degree - Business Degree or Relevant Equivalent work experience, MBA preferred.
  • 7+ years in sales leadership position.
  • Min 10+ years hardware, software and/or service sales to service providers.
  • Technical background or systems engineering experience a plus.

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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.