As the global leader in high-speed connectivity, Ciena builds the critical infrastructure powering the AI era. We’re a technology company shaping the future of networking, guided by innovation, integrity, and collaboration. Through development opportunities, meaningful work, and flexibility, Ciena supports growth and well-being—on and off the job. Connect with a career that matters.
How You Will Contribute
Be the regional Services portfolio authority for account strategy, early opportunity shaping and cross-functional commercial problem solving.
Develop practical commercial models at speed while maintaining clarity on scope, cost, margin, risk, delivery feasibility and approval needs.
Translate rapidly changing customer and market conditions into portfolio actions, scalable constructs and clear executive recommendations.
Key Responsibilities
Maintain working command of the complete Services portfolio, delivery models, standard offers, custom pathways, pricing principles and commercial dependencies.
Partner with account teams, Sales, Service Sales, SEs, Commercial Management, Finance, Legal, delivery, GSSS/SQC and functional SPLMs to shape GCN account strategies.
Build scenario-based commercial models for new, ambiguous or fast-evolving opportunities, including assumptions, sensitivity, margin, risk and value logic.
Create clear pricing and packaging recommendations when requirements are incomplete, documenting assumptions and decision points for rapid refinement.
Coordinate cross-portfolio scopes and resolve ownership gaps across Implementation, Maintenance, Managed Services, Learning, advisory, software-enabled and innovation offers.
Support strategic RFx and negotiation activity with strong commercial narratives and defensible business cases.
Capture GCN customer and regional signals and influence global roadmap, pricing, packaging and enablement decisions.
Convert successful custom approaches into reusable models, guardrails and portfolio improvements.
Measures of Success
Services growth, attach and commercial quality across priority GCN accounts.
Speed and quality of commercial models and decisions for evolving opportunities.
Improved margin visibility, assumption discipline and risk management.
Reuse of successful constructs across accounts and portfolios.
Strong regional voice in global portfolio decisions.
The Must Haves
Bachelor’s degree in Engineering, Business Administration, Finance or equivalent relevant experience.
Typically 8 to 10 years of telecommunications services, product management, commercial management, pricing, presales or account-strategy experience.
Exceptional commercial and financial capability, including rapid development of P&Ls, pricing models, scenarios and business cases.
Ability to make structured recommendations with incomplete information and update them quickly as facts change.
Broad services-portfolio understanding and confidence working with technical, delivery, contractual and executive stakeholders.
Advanced Excel, analytical, facilitation, negotiation and presentation skills.
Assets
Experience with hyperscalers, neoscalers, global cloud networks, subsea or large-scale data-center connectivity customers.
Experience with non-standard commercial models, strategic deals, partner content or multi-year transformations.
Knowledge of Ciena product families, deployment methods, support models and software-enabled services.
Salary Range :
The salary range for this position, in the United States of America is,
$143,800.00 - $229,800.00 usd.
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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,…