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.
As a Professional Services Solutions Architect you are responsible for positioning the Services portfolio in the EMEA sales and business development organizations and towards customers. You will enable the account teams and sales engineers on the professional services solutions and support them in customer engagements and offer preparation. In addition, you are the connection to the Services-PLM organization that defines and develops the service offerings, providing them with updates on the market and customer requirements, while communicating their product updates to the sales and engineering teams. In short, you are a trusted partner for all professional services solution related matters in the regional sales organization. This position combines solution consulting & technical expertise and business development and is focused on strengthening our services offerings, developing new business opportunities, and accelerating services sales performance.
Your Responsibilities
- Support of sales teams and sales engineers in offer preparation for professional services
- Proactively identify and drive professional services opportunities
- Understanding customer’s diverse and specific business needs and gathering knowledge to meet those needs
- Responsible for end-to-end solution design and operational readiness, suggesting solutions and innovative ideas meeting client needs
- Prepare and deliver customer documentations, presentations and demos with clarity and confidence
- Develop and successfully execute strategies to exceed the sales and profitability targets
- Maintain strong cross selling initiatives, leveraging sales forums and local teams
- Provide support to customers, offering clear advice and solutions wherever possible
- Facilitate engagement of services product line with account teams and customers
- Regularly update Services-PLM with info about market & customer requirements
- Enable regional EMEA sales force on services solutions and offerings
- Collaborate with stakeholders
- Act as the liaison between sales teams or customers and the internal Services-PLMs
- Establish strong strategic partnerships with clients, sales teams and service product line
- Work closely with relevant functions (e.g. operations, marketing, finance) to ensure the successful creation and positioning of solution proposals
- Communicate with main peers on a regular basis and respond to specific queries
- Networking at a senior level to ensure market and customer intelligence
Minimum Qualifications
- •Engineering Degree or equivalent
- •10+ years of solid telecommunications industry experience
- •Good knowledge of service provider/network operator product lifecycle and the requirements to develop, launch, operationalize new services
- •Experience with designing, consulting, or delivering professional services
- •Sound background in network automation technologies and their applications is a plus
- •Ability to build business cases with financial / business modelling
- •Self-starter with the ability to jump in and make things happen in a matrixed environment
- •Business acumen and understanding of sales cycle and stage requirements
- •Professionalism in attitude, conduct, and appearance
- •Ability to influence decision makers through confidently presenting and consulting
- •Ready to travel ~ 30 to 50%
- •English language is mandatory, other European languages
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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.
