Regional Business Development Director

2 weeks ago

المملكة العربية السعودية, Saudi Arabia Ciena Full time

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.

Why Ciena:

  • We are big proponents of lifework integration and provide the flexibility and tools to make it a reality with remote work and potentially, parttime work.
  • We believe an inclusive, diverse and barrierfree work environment makes for empowered and committed employees.
  • We recognize the importance of wellbeing and offer programs and benefits to support and sustain the mental and physical health of our employees and their families and also offer a variety of paid family leave programs.
  • We are committed to employee development, offering tuition reimbursement and a variety of inhouse learning and mentorship opportunities.
  • We know that financial security is important. We offer competitive salaries and incentive programs, RSU's (job level specific) and an employee share option purchase program.
  • We realize time away to recharge is nonnegotiable. We offer flexible paid time off
  • Great work deserves recognition. We have a robust recognition program, with ongoing and enhanced awards for exemplary performance.

What Does Ciena Expect of You?

  • You're a proven relationship builder you know how to build trusted and longterm customer relationships quickly.
  • Proven sales expertise you know how to readily identify new business opportunities, close the deal and effectively manage regional, large and strategic accounts.
  • Collaborator you possess the ability y to lead, direct and collaborate with global teams in a highly matrixed and crossfunctional environment.
  • Agility you are readily able to manage competing and everchanging account priorities and maintain a balanced and methodical approach to problem solving.
  • Business acumen you will have detailed knowledge of Ciena's products, the competitive landscape and an indepth understanding of sales cycle and stage requirements.
  • Communication expertise you can effectively tailor a message/articulate a value proposition to an audience to enable engagement at all levels of an organization, i.e., able to communicate a good blend of technology/networking trends, as well as an understanding of customer priorities and business outcome objectives as well as the business value of Ciena solutions.
  • The ability to influence you're capable of working with internal stakeholders to drive decisionmaking and strategic thinking, and with external stakeholders to influence the adoption of Ciena solutions.
  • A commitment to learning you keep abreast of the market and competition and use that information to Ciena's advantage.

The Must Haves:

  • Business or Science/Engineering degree in a technical field or equivalent experience.
  • Regional/ major account/global account management experience.
  • Extensive experience in Sales, Presales, system sales or system engineering or product management.
  • Demonstrated knowledge of the competitive landscape and the regional business market
  • Proven experience with complex sales methodology.
  • Detailed understanding of Ciena products and future portfolio.
  • Effective communicator (executive presence, synthesized messaging (+) strong written/verbal/visual/video/social skills)
  • Track record of closing multimillion dollar deals, including positioning solutions, developing comprehensive pricing & commercial strategies, and negotiating contracts.
  • Proven ability to identify, understand, and manage relationships and decisionmaking processes across complex organizations
  • Drive Sales activities requiring Technocommercial presentations at all levels of Ciena and client organization
  • Develop thorough understanding of the Ciena product line, features and solutions along with Presales teams
  • Drive responses to RFPs, RFIs and quotes
  • Strong background in Optical and Data Networking and telecom operator service offerings and requirements

How You Will Contribute:


Reporting to the regional executive of Sales, as Regional Business Development Director (RBDD) you will be responsible for delivering against stated sales objectives, bookings, and revenue targets; segmented by portfolio where appropriate.

The RBDD is responsible for supporting the Go-To-Market plan within financial expectations to drive profitable business growth for the Middle East.

As a prominent Account Director, they also support the Sales Leader (Their Line Manager), in designing the strategy, the go-to-market plan and executing the multiyear vision.

In this role, the RBDD is responsible for building long-term trusted relationships with customers, delivering value through products and services and, the way to sell them using any appropriate routes t

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