Account Director

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.

Your Role

Ciena is expanding in the ASEAN region and this position is to lead sales for the strategic telco accounts and channel partners in Malaysia. A good candidate should have track records in breaking in new accounts and growing existing accounts with new hardware, software and service businesses. Customer relationship management, business development and systematic account management background are important elements to be successful in this position. This position will work closely with pre-sales and post-sales team members to achieve annual sales target and other assigned corporate objectives.

Your Responsibilities

1. Develop the go-to-market strategy to address the demands of the hyperscaler and MOFN (Manage optical fibre network) business through the local service providers.
2. Develop a strategy to capitalise on the various Data Centre investments in Malaysia.
3. Build and own the client relationship with the various services providers in Malaysia with potential to grow scope into Thailand.
4. Together with existing and new partners, develop a strategy for the targeted accounts in Malaysia.
5. Establish strong understanding of customer’s needs, their objectives and their procurement processes.
6. Identify, develop and prioritize sales opportunities for new and existing customer base.
7. Work closely with regional sales engineering, product line management and sales operations team to achieve sales and revenue objectives.
8. Responsible for direct and indirect sales activities and provide inputs for channel partner recruitment as needed.
9. Good habit of managing sales CRM (e.g. Salesforce.com) and related tools.
10. Possess technical background to learn about Ciena’s solutions, including optical transmission, packet networking and software technologies.
11. Have sound knowledge of the competitive landscape and the regional business market.
12. Perform other duties as requested/assigned.

Minimum Qualifications

1. Minimum 4 year Bachelor Degree (Technical or Business) or higher education.
2. 10+ years of sales, account management role, or 3+ years of pre-sales, post-sales customer management role selling into Tier 1 Service Providers in Malaysia.

Preferred Qualifications

1. Possess existing strong relationships with the stakeholders of Tier-1 service providers and data centres.
2. Experience and understanding of the investment behaviour of the global top hyperscalers.
3. Able to bridge relationships between hyperscalers/data centre providers with local service providers.
4. Proven sales management, account management and business development experience.
5. Proven experience negotiating and winning new accounts as challenger and winning multi-year projects.
6. Optical networking technology background is required, and packet Layer 2 and Layer 3 networking background will be an asset.
7. Possess positive and open-minded attitude and good time management skills.
8. Proven records of growing responsibilities and success in breaking-in new grounds.
9. Proven team management and leadership skills to work with team members in matrix organization.
10. Possess high ethical standards, good analytical and communications skills.
11. Willingness to travel and strong English skill is essential.