Consultant, Account Management

Ciena

The Opportunity:

Saudi Arabia has become a Hub market for Ciena. This focus is driven by the significant investments underway by the Saudi Government in support of Saudi Vision 2030. Ciena is establishing itself as a key provider of its products and services in this market as it seeks to become a major integral part of the network solutions that empower Saudi Arabia s growth, not just in the Tech space but across multiple industry verticals.
The Saudi Team Mission:

• To increase its market penetration and maximize the business outcome for Ciena with the local Service Providers and Partners across the Saudi Market in Wholesale, Enterprise and Government
• To build, maintain and execute Account Plans and the resulting sales plans to achieve and exceed financial growth expectations
• To develop and execute a strong and well qualified sales pipeline
• Be the customer champion inside Ciena, coordinating value-based proposals that fulfil and exceed customers needs
• Enhance Ciena s brand presence and reputation in the Saudi market

How You Will Contribute:

As a Sales Professional, you will be responsible for developing and managing business within the Saudi Market to generate optimised revenues for CIENA at appropriate margin levels. This role focuses on winning new business and expanding opportunities within the existing footprint.

• Develop and deliver a Market Demand and Execution Plan for your designated accounts
• To be accountable for the Short, Medium and Long-Term Business Plans to achieve the financial performance objectives for your designated accounts
• Customer Advocacy: to represent customer needs within CIENA to secure necessary product features, delivery dates and commercial terms.
• To be accountable for the SFDC (Salesforce) forecast accuracy and execution against the plan
• Integrity - to always be respectful to our Customer and Colleagues and Ciena s mission to succeed in the right way

The Must Haves:

• Strategic thinking and business planning to define short-, medium- and long-term business plans for your designated accounts, aligned and co-ordinated with the Saudi Sales Leader, the SP Direct sales teams and the sales overlay teams including the GCN.
• Exceptional relationship, collaboration and influencing skills to drive alignment and demand across the customer and the international markets inside Ciena.
• Gravitas to manage and engage with customers and partners, from C-level to working level, and across multiple functions.
• Ability to build a virtual team of support functions across multiple internal disciplines / functions.
• Financial accuracy, judgement and forecasting skills
• Strong communication skills, with ability to drive communications with all levels of the Customer s and Internal Organizations
• Industry thought leadership and Ciena Trusted Advisor in the Saudi Market
• Alignment to the Ciena Core Values and a champion of them across the teams and business
• Deep knowledge, influence and network across the industry community in Saudi
• Advanced awareness of the competitive landscape and industry
• Proven track record of over-achieving in a sales role