Associate Commercial Manager
Ciena may well be the most important technology company you’ve never heard of. The innovations that wow us (driverless cars), and those we now take for granted (the ability to mobile-stream your favorite show) are the products of ingenuity from some brilliant and forward-thinking companies. But those companies rely on Ciena, another vanguard of innovation, to create and advance the underlying networks that bring their breakthroughs to our doorsteps. VR, AI, IOT, 5G … literally none of it would be possible without the mind-boggling technology that makes the internet itself work. For more than 25 years, Ciena has been the global leader in networking strategy, and our technology has been part of the critical infrastructure running within the most advanced companies in the world.
What will you do at Ciena?
Responsibilities
The Associate Commercial Manager (ACM) will take direction from and report to the Director, Regional Business Operations (RBO). The ACM will support the RBO to ensure GCN commercial sales transactions including proposals, fiscal analysis and contract negotiations adhere to the best practices of our Opportunity Management Process. The ACM is a liaison and troubleshooter between the Sales teams and Ciena internal stakeholders. In coordination with the RBO, the ACM acts as an advisor regarding internal discussions and assures opportunities proceed promptly and in adherence to commercial controls and governance.
Position evolution:
The ACM role is a new position within the assigned RBO and the greater Business Operations group. As such, it will evolve over time. Past hires within the group have been Ciena-internal hires who brought a wealth of Ciena-specific business acumen and internal relationships. Talented people from various disciplines such as accounting, program management, network services, and engineering have had successful careers as Commercial Managers. In this new role, Ciena experience is not required.
A successful ACM should arrive with excellent communication skills, both verbal and written, the ability to quickly comprehend contractual-style language, the ability to expertly use Microsoft Excel including the use of algebraic formulas, and the ability to maintain calm in the face of tight deadlines. The nature of this work requires a mindset of tenaciousness and the willingness to work flexible hours.
The ACM will be challenged to learn a large amount of detailed process information in the first few months of assignment, working closely with the RBO to learn the basics of helping sales teams to close transactions while getting the best possible business arrangement for Ciena regarding price, terms, risk, and timing.
The RBO will mentor a qualified candidate first in the basics of business transactions at Ciena and add new responsibilities over time with a goal for the ACM to support sales opportunities start to finish, be a reliable first call for commercial issues, and perform other tasks yet to be determined in support of improving the effectiveness and value added of the GCN Commercial Team.
Primary Activities:
The ACM will support sales teams in the Global Content Networking (GCN) region of Ciena. GCN works with many of the largest and most successful companies in the world and companies with strong voices in the development of telecommunication worldwide.
The ACM supports and is closely aligned with multiple sales teams who conduct sales opportunities globally. The ACM will work with Sales to understand what sales opportunities they drive and which challenges to success exist for specific customers. This process normally begins with the assembly of basic opportunity information and conducting a basic analysis of the proposal with attention to Margins and contractual Term and Conditions. The ACM will train on the use of the tools and methods used for this analysis.
The ACM will intervene to influence issue resolution in favor of timely completion of sales goals by working with internal stakeholders in other departments including Accounting, Global Services, Legal, Order Management, Program Management, and others. Conversely, the ACM will inspire confidence in internal stakeholders that opportunities conform to Ciena policy and capabilities. The ACM will help the RBO add value at each step of the process in terms of resolving issues on a timely basis and acting as Sales’ “eyes and ears” internally.
The ACM participates in the Opportunity Management Process by working with a team made up by the RBO, Sales, Program Management, Legal, and Accounting to develop comprehensive proposals/bids to customers. The ACM will assist the RBO develop the associated business case to recommend and approve pricing, the products offered, and base contractual terms and conditions. The end goal is to produce the best outcome for Ciena while maintaining a high level of customer satisfaction with the process of conducting business with us.
The RBO interfaces closely with the Contract Management function, which provides contract analysis, drafting, and consultations on legal issues. Therefore, the ACM will learn, over time, the skills necessary to participate in customer negotiations during the contracting process. The ACM will learn to participate in business-related discussions during negotiations.
The ACM will secure approvals for proposals from the RBO and others as required. These approvals will require the creation of business presentations using Microsoft Office Suite and pitching to Vice-President and Senior Vice-President levels. The ACM will be mentored to learn to prepare for and participate in these pitch presentations.
The ACM will be the point of contact for routine questions from Order Management and for price list management to facilitate smooth processing of orders regarding those where approvals were required.
The ACM will be part of a team that values identifying opportunities to improve the commercial process. The ACM will have opportunities to participate by providing observations into various business processes, databases, and tools used for the job.
The ACM will perform other duties as assigned by the RBO.
Experience
Undergraduate degree
Telecom experience a plus
Candidate Profile
Strong business acumen and analytical skills
Strong Microsoft Office skills with advanced excel skills a must
Ability to work independently within a small organization.
Strong organizational and interpersonal skills, along with the ability to multi-task
Self-starter, capable of “owning” areas of responsibility and involving management for necessary issues.
Able to work independently with moderate day-to-day supervision and collaboratively drive for results or agreed to outcomes
Excellent verbal and written communication skills
Rewarding experience. Meaningful outcomes.
Making a difference in people's lives through design and implementation of leading network technologies. That's what motivates us.
A distinct way to work
Free thinking, free discussion, and collaboration are the norm. Expect more satisfying outcomes - both personal and professional.
Ciena values the diversity of our workforce and respects its employees as individuals, regardless of race, nationality, religion, sexual orientation, gender or age.
Ciena is also committed to developing inclusive, barrier-free selection processes and work environments. If contacted in relation to a job opportunity, you should advise Ciena in a timely fashion of the specific needs / accommodation measures which must be taken to enable you to be assessed in a fair and equitable manner. Information received relating to any specific needs / accommodation measures will be addressed confidentially.
What you can expect from us
- You will receive notification of your successful application
- Successful applicants will be contacted by Talent Acquisition for an initial discussion
- If suitable you will be considered for the short list and our formal interview process