[Hiring] Account Management Specialist @Ciena

Role Description

As a Specialist in Ciena’s Strategic Markets hub, you are the catalyst for our next phase of growth. Your mandate is new logo acquisition within the Fortune 100, Healthcare/Pharma, and Neocloud (Tier-2) sectors. You will lead the charge in establishing Ciena’s presence from the ground up in accounts where we currently have no footprint, positioning our infrastructure as the essential foundation for AI fabrics and next-generation data centers.

How Will You Contribute:

• Enterprise Expansion: Breaking into net-new F100 accounts to displace incumbents and establish long-term partnerships.
• AI Leadership: Establishing Ciena as the "connective tissue" for AI scale, specifically targeting early adopters in the Healthcare/Pharma vertical.
• Strategic AI Advisory: Serving as a resident expert and internal consultant to the broader Ciena organization, providing critical guidance on evolving industry trends and how global enterprises are operationalizing AI.
• Neocloud Disruption: Partnering with neoscalers to power niche market expansions and data center infrastructure advancements.

Qualifications

• Greenfield Business Development: Execute a grassroots sales strategy to identify, qualify, and win net-new logos across the Northeast and Central US.
• AI Savviness & Trend Analysis: Demonstrate a sophisticated understanding of the AI landscape—including the transition from model training to real-time inference—to lead enterprises through the complexities of early adoption.
• Opportunity Identification: Leverage a deep professional network to identify latent AI infrastructure needs and initiate high-value discussions before a formal RFP exists.
• Executive Relationship Management: Navigate complex F100 organizational structures to build credibility and influence with C-suite and senior IT leadership.
• Strategic Alignment: Map Ciena’s Optical and Data solutions to the specific business objectives of Fortune 100 and Healthcare enterprises.
• Cross-Functional Leadership: Orchestrate internal resources—including SEs, Product Management, and Executive Leadership—to deliver winning proposals for large-scale solutions.
• Market Intelligence: Maintain a deep understanding of the competitive landscape to effectively differentiate Ciena’s value proposition in the AI and Neocloud space.
• New Logo Expertise: A proven track record of capturing market share and winning accounts from a standing start.
• Strategic Sales Acumen: 5+ years of experience in large-scale solution sales (F100 focus/healthcare preferred) with the ability to manage long, complex sales cycles.
• Industry Knowledge: Familiarity with Networking sales; Optical knowledge is a plus, but the ability to translate technology into business value is paramount.
• Territory Command: Deep professional network or demonstrated ability to penetrate the Northeast and Central US enterprise markets.
• Personal Drive: Highly self-motivated with the discipline to work independently and the cultural fit to collaborate within a high-performance team.
• Communication: Exceptional presentation skills and the "executive presence" required to lead high-stakes boardroom discussions.
• Education: 4-year degree (Business or Technical) or equivalent relevant work experience.

Benefits

• Competitive compensation package, including base and incentive compensation.
• Comprehensive benefits package, including medical, dental, and vision plans.
• Participation in 401(K) (USA) & DCPP (Canada) with company matching.
• Employee Stock Purchase Program (ESPP).
• Employee Assistance Program (EAP).
• Company-paid holidays, paid sick leave, and vacation time.
• Compliance with all applicable laws regarding Paid Family Leave and other leaves of absence.