Associate Account Manager

Full job description Ciena is committed to our people‑first philosophy. Our teams enjoy a culture focused on prioritizing a personalized and flexible work environment that empowers an individual’s passions, growth, wellbeing and belonging. We’re a technology company that leads with our humanity—driving our business priorities alongside meaningful social, community, and societal impact. Not ready to apply? Join our Talent Community to get relevant job alerts straight to your inbox.

Ciena Interconnects is an emerging business segment driven by a highly specialized sales team supported by senior dedicated PLM, Solution Architects, and Engineering resources. Seeking a solutions‑driven Account Manager for Ciena optical components and related technologies that are integrated into optical system OEMs and ODMs solutions, supporting the data center, access, and core network domains. Sales will be predominantly to and through OEMs, ODMs, and indirect channel and distribution partners.

The ideal candidate will have prior experience selling high‑performance electro‑optic assemblies and modules in the data center, switch‑router, and transport product segments and will have a working knowledge of indirect and direct sales business models.

This individual will focus on strategically targeted customer segments and accounts identified by management. This position will support the sales effort and initiatives regarding account management, customer relationships, and sales forecasting. The Ciena Interconnects Associate Account Manager will support global growth through direct and indirect channels. The role reports to the Senior Consultant of Ciena Interconnects Sales in the Global Customer Engagement organization.

• Lead with the ability to crisply articulate (both verbally and in presentations) Ciena’s strategic value as a technology partner to various OEM and ODM partners as assigned.
• The proven ability to execute against a sales plan to drive business to closure.
• Interact as required with OEM customer sales and supporting organizations to train and drive solution sales to their end users.
• Build relationships at various organizational levels with customers and within Ciena.
• Engage Ciena resources as required, including the leadership team, product marketing, product management, sales operations, and finance, to drive the attainment of operational objectives.
• Develop new business for emerging technologies.
• Develop strategic business plans for the targeted customer base with the support of sales leadership.
• Expansive knowledge of Ciena and/or industry component technologies, including determining the best solution to support customer development and solution objectives.
• Provide tactical and strategic guidance to the company in developing Ciena’s response to customer requests and opportunities.
• Performs other duties as assigned.
• 35% Domestic and International travel.

• Sales expertise – the ability to leverage existing customer knowledge and relationships to close the deal.
• Innovation – capable of taking ideas from conception through implementation.
• Agility – readily able to manage competing and ever‑changing account priorities.
• Leadership by example – sets the bar high, takes initiative, and holds self and others accountable to deliver.
• A sense of urgency – what’s important to the customer (internal and external stakeholders) is equally important to you.
• Collaborator – leverages relationships to understand current business, available and future products, Ciena’s investment strategies, and competitive differentiators.
• Communication expertise – the ability to tailor a message or articulate a value proposition to an audience to enable engagement at all levels of an organization.
• A commitment to learning – keep abreast of the market and competition and use that information to Ciena’s advantage.

• Strong understanding of B2B account sales and ability to think strategically about new business opportunities.
• Ability to evaluate prospective customers mindful of resource requirements, likelihood of…