Sales Director Telus Sales
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?
This position is responsible for leading the Telus Account Team and managing the overall business relationship between Ciena and Telus. We are looking for a highly motivated, results oriented, experienced leader with strong account strategy and large system sales background. Must have strong interpersonal and presentation skills, possess the ability to handle many competing priorities within customer accounts and possess a strong focus to drive new business while exceeding quarterly and annual order, revenue and margin targets.

Position to be located in Vancouver (Edmonton or other Canadian metro area with key Telus presence)

Lead and manage a best-in-class sales team – acting as a role model, coach and mentor
Responsible for devising and executing sales strategy to meet/exceed sales quota Build and implement overall account strategy that best positions Ciena to maximize its revenue streams and margins in accordance with company expectations
Be able to initiate and develop strong customer relationships at all levels to include executives
Help prioritize various sales opportunities.

General Activities
Lead a cross-functional account team comprised of account managers, sales engineers, and customer service managers in order to generate maximum revenues for Ciena at the appropriate margin levels.
This includes defining and implementing the go to market sales strategy for Telus which includes managing all customer interaction, driving solution level sales, and engaging key influencers and decision makers.
Develop and implement short, medium and long-rage go-to-market sales objectives and business plans to drive growth
Assume other duties as assigned

Collaboration with stakeholders

Work within the larger Ciena community to include the senior executives, product, strategy, marketing, legal and commercial organizations to achieve sales and revenue objectives

Areas of impact

Possess the ability to set and promote superior performance against stretched targets and be unwilling to settle for past or current levels of performance.
Major influencer on our global product portfolio roadmap requirements, as well as our global marketing plans


Highly motivated, strong interpersonal skills, ability to handle many competing priorities
Strong leadership skills
Ability to quickly evaluate sales/business opportunities and set direction
System solution orientation
Detail focused with strong follow through
Ability to prioritize, organize and operate in a fast moving, aggressive environment
Reside in Vancouver, Edmonton or other Canadian metro area with key Telus presence
Strong understanding and in-depth knowledge of Large Carrier Class Networks – to include L0-L3 network platforms and systems, SDN and NFV control and orchestration, network management, automation and optimization – specific to Telus preferred
Must be aggressive self-starter with results-oriented and customer success mindset
Strong understanding of large account sales and ability to think strategically about new business opportunities.
Ability to make sound judgments
Keen awareness of market intelligence with respect to competitors
Budgetary assessment and planning to include forecasting
Minimum BS in technical field or equivalent experience
Prefer MBA and/or advanced technical degree
10+ years system sales, system engineering, product management or combination preferred.
Strong understanding of markets, including market segmentation and service providers.
Advanced knowledge of the competitive landscape and the L0-L3 network infrastructure both hardware and software
Software and software professional services experience – specifically in the IT/OSS/BSS space is preferred
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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