Job description
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.
Drive Ciena's growth with emerging AI infrastructure providers, neocloud operators, sovereign AI initiatives, wholesale infrastructure providers, and next-generation digital infrastructure companies. This role combines strategic business development with ownership of named and developing accounts, building executive relationships and creating long-term opportunities across Ciena's optical, routing, automation, and network software portfolio.
How you will make an impact:
Develop and execute account plans for named Neoscaler and AI infrastructure accounts.
Build relationships with founders, CEOs, CTOs, infrastructure leaders, and procurement stakeholders.
Identify and develop opportunities across data-centre interconnect, optical transport, routing, and automation solutions.
Expand existing accounts while identifying emerging AI infrastructure operators, sovereign AI projects, next-generation cloud providers, and other new market entrants.
Build pipeline through direct engagement, industry events, market intelligence, ecosystem partnerships, and early engagement before formal procurement cycles begin.
Map funding activity, investor relationships, and market developments across the AI and digital infrastructure ecosystem.
Lead virtual account teams, opportunity qualification, account strategy, commercial negotiations, and customer presentations across Sales, Systems Engineering, Product Line Management, Services, and Marketing.
The must haves:
Experience: 5+ years of enterprise technology sales, business development, or account management experience.
Experience selling networking, telecommunications, cloud, infrastructure, or data-centre solutions.
Neoscaler/Neocloud market expertise and relationship experience
Strong understanding & experience working with hyperscalers, cloud providers, colocation operators, telecommunications providers, or infrastructure investors.
Demonstrated ability to build executive relationships and manage complex sales cycles involving multiple stakeholders.
Strong commercial and financial acumen.
Proven prospecting and account development capability.
Nice to haves:
Optical networking experience.
Data-centre networking experience.
Knowledge of cloud, AI infrastructure, or the GPU ecosystem.
Experience developing relationships with GPU providers, data-centre operators, system integrators, cloud software providers, and ecosystem partners
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