(FL-15) | Director, Channel Sales (APJ)

(FL-15) | Director, Channel Sales (APJ)

21 Mar

21 Mar



Since 1992, Ciena has been driven by a relentless pursuit of network innovation. We believe in a network that grows smarter, more agile, and more responsive every day. This means that when you digitally interact in your world - picking up the phone, streaming video, texting a friend or loved one – your interactions are being enabled by Ciena technologies. Ciena makes your social / entertainment / business existence REAL.

The Opportunity

We believe in the power of people. We are a network strategy and technology company that is motivated by making a difference in people’s lives – their productivity, their creativity, their health and comfort. That’s why our people design,

implement and sell technologies that allow people to do great things.

The role

Responsible for driving growth in the business through both direct and indirect channels.

The ideal candidate will have prior experience building and running Asia Pacific-Australia (APJ) Partner Channel sales organizations.

The leader will work cross-functionally with sales, engineering, CIO partner execs, marketing and support functions to execute on a strategic plan

This leader will interact regularly with existing customer and partner executives and demonstrate the ability to bring new relationships to the table through their own personal network. 

Work with the Sales leadership team to identify, recruit, manage, and enable Ciena’s strategic business partners. Business Partners include Managed Service Providers (MSP’s), Solution Providers, Resellers, and Distribution Partners.

Specific Responsibilities

- Responsible to develop and manage the Partner and Channel org Business

- Plan, implement programs aligned to overall APJ Partner Channel strategy; identify investment requirements and financial ROI for the org ; improve OpEx spending visibility to leadership team

- Manage a team of channel sales professionals and partner consultants to lead, drive and maintain partner relationships and sales/revenue through our partner program

- Hire, Develop, Lead and Inspire high producing diverse best in class sales team across APJ to drive sales and improve partner customer engagements

- Work in a matrix environment with key stakeholders from Corporate Marketing organization, Partner/Channel Marketing, Partner Operations, and Alliances, and to implement a world-class channel sales and marketing support infrastructure that will grow our channel business

- Work with the Ciena sales teams to leverage resources within our major accounts, share best practices, and ensure a consistent approach to our channel business.

- Work with Channel operations to ensure that partners operate with the boundaries our Program and maintain the integrity of our channel business.

- Work with our Enterprise and Gov’t direct account teams to ensure that we have an effective and enabled channel to support growth in our large Enterprise segment.

- Manage the day to day responsibilities around all of the business planning, analysis, forecasting, OPEX management and Partner Channel Sales related activities

- Implement Channel enablement model that includes metrics that can be used to evaluate and drive usage of the partner tools, partner process and programs (key inputs for scorecards and indexes)

- Create utilization of the partner tools within the Ciena sales team through training and communications


- Experience in Channel related sales strategies and channel sales distribution models.

- Knowledge of current Enterprise market dynamics and “top of mind” issues for CXO’s, including a broad knowledge of industry segments and vertical markets

- Knowledge of the Solution Provider market in APJ (VAR’s and SI’s) that are selling Packet Optical technologies (and associated services in the Enterprise Market).

- Proven expertise in financial and analytical reporting and driving business development programs for Sales teams

- Collaborative and influencing skills with ability to work in matrix org

- Excellent verbal, written and presentation skills

- Strong interpersonal, analytical, negotiations and problem solving skills.

Candidate Profile

- BS/ BA preferred in Business plus 10+ yrs Partner Channel Sales Management experience preferably in the Telecom Industry leading a sales team

- Proven 8 – 10 years’ sales experience selling to Carrier market, including Wire-line, Wireless, and MSP carriers; Strong key business executive relationships with the APJ carrier market strongly preferred.


About Ciena

Ciena is a network strategy and technology company with a passion to provide an experience, to you and our customers that is as rewarding as the outcome. We attract the best and brightest– those with outstanding talent, motivation, and the right attitude to contribute to our success. Our culture balances our openness and informality with professionalism and trust and is built on the foundation of our core values: Customer First, Integrity, Velocity, Innovation, and Outstanding People. 

Ciena enables everyone to have a voice and a network that supports them while on the journey to discovering their passion and purpose. We trust each individual to do what they can to reach their full potential and make an impact on the business, whenever, wherever they are in the world. With Ciena’s highly innovative, forward-thinking business practices, we reward people for pushing the boundaries. Unlock your potential at Ciena!

Being You @ Ciena

As part of our commitment to diversity and inclusion, we want to foster an environment that values and respects all individual’s strengths, perspectives, ideas, and ability to meet the needs of our customers globally. Ciena values the diversity of its workforce and respects its employees as individuals, regardless of race, ethnicity, religion, gender, age, national origin, disability, sexual orientation, veteran or marital status or any other category protected by applicable law. We do not tolerate any form of discrimination.

Ciena is also committed to compliance with all fair employment practices regarding citizenship and immigration status. 

If contacted in relation to a job opportunity, you should advise Ciena in a timely fashion of the specific accommodation measures required for you to be assessed in a fair and equitable manner.

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