Account Manager

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.

Ciena is a global leader in high-speed connectivity, and this Account Manager role is critical to executing the go-to-market strategy for a large U.S.-based Tier-1 service provider account. The position manages relationships with value-added reseller (VAR) partners while driving purchase order, revenue, and customer engagement objectives. Success in this role contributes directly to account growth, operational alignment, and long-term business performance.


How you will make an impact:
• Develop a strategic and commercial plan with VAR partners that encompasses Ciena's hardware, software, and services portfolio.
• Facilitate alignment between the Tier-1 service provider, VAR partners, and Ciena global sales leadership across a complex, high-value account.
• Own a forecasting process that aligns Tier-1 service provider and VAR partner demand with supply chain and demand planning teams.
• Monitor inventory consumption at the Tier-1 service provider and VAR partners and track performance against forecast.
• Ensure VAR partners maintain purchase order coverage aligned with Ciena lead times and delivery intervals.
• Deliver bookings, revenue, and margin results for the account team and Ciena.
• Represent the business internally and externally through executive presence, communication, and collaboration.


The must haves:
• Education: Bachelor's degree required; advanced business degree or equivalent experience strongly preferred.
• Experience: 5+ years in a telecom/networking sales or sales operations role with demonstrated ability to create account plans and deliver results.
• Application of Tier-1 service provider purchasing, supply chain, and inventory management processes.
• Telecom infrastructure experience (preferably optical and/or routing and switching) and/or experience with complex sales involving large service provider networks.
• Track record of driving revenue growth, market share expansion, and gross margin improvement.
• Experience in forecasting and demand planning of networking and computer hardware, including utilization of Salesforce or other industry-leading CRM systems.
• Exceptional communication, collaboration, and stakeholder-management skills.


Nice to haves:
• US based, preferably in the Dallas, Atlanta, or New Jersey area.
• Experience in accounts management with complex, multi-year investment cycles.
• Background selling through both direct and partner or indirect channels.
• Education: MBA or equivalent advanced business education.
• Experience driving transformational platform refresh or replacement programs within customer networks.
• Demonstrated ability to introduce innovative approaches that deliver value beyond the scope of the role.


The annual total target compensation pay range for this position is $232,500 - $371,500 USD. This includes both base and incentive compensation.


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Pay ranges at Ciena are designed to accommodate variations in knowledge, skills, experience, market conditions, and locations, reflecting our diverse products, industries, and lines of business. Please note that the pay range information provided in this posting pertains specifically to the primary location, which is the top location listed in case multiple locations are available.

Non-Sales employees may be eligible for a discretionary incentive bonus, while Sales employees may be eligible for a sales commission. In addition to competitive compensation, Ciena offers a 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. We also comply with all applicable laws regarding Paid Family Leave and other leaves of absence.

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.