Consultant, Sales Engineering

Ciena is a global leader in high-speed connectivity, committed to a people-first approach. They are seeking a Consultant, Sales Engineer to support Emerging Internet Content Providers and Data Center Operators by providing technical oversight and customer engagement.

Responsibilities:

• Perform technical oversight, including on-site customer engagements, support customer and internal architectural discussions and requirements definition into the engineering organizations
• Ability to produce written proposals, network engineering designs/documentation, as well as quoting the solutions
• Be able to create, communicate and articulate the value of solutions to customers
• Understand the customers current network, software applications and architecture
• Work with both internal and external organizations to drive solutions for our customers
• Consult with customers on best practices and how to incorporate Ciena’s technology into their networks
• Remote sales engineer supporting Ciena’s emerging ICP, DCO and CDO customers
• Serve as a customer-facing primary contact for advanced technical issues
• Ability to understand network architectures and their building blocks
• Utilize Ciena’s design and modeling tools to model optical network architectures
• Assist in the preparation of quotes, RFx's responses, and forecasts
• Understand and assist customers in their API and software integration efforts
• Collect and assist in assessment of new product features
• Manage and track customer requests and help coordinate sales activities
• Assist Customer Product and Technology solution discussions and presentations
• Support in the development of pricing strategies and incentives to win business
• Assist in tracking of product deliverables and communicating issues to regional teams
• Lead the transition of customers from end-of life products to other Ciena solutions
• Plan and support product certification, acceptance testing, and network introduction activities
• Make independent decisions on routine technical activities in accordance with company policy and procedures
• Travel (up to 50%) to customers sites, R&D locations and technical conferences for customer engagements, technical discussions and presentations
• Performs other duties as assigned

Requirements:

• Bachelor's Degree (CS, EE), or equivalent experience, required
• 10+ years telecommunications / industry experience
• Engineering or Product Management background required
• Building network cost models that drive optimization of network designs
• Understanding basic concepts of Data Center architectures, spine and leaf designs, edge networking, routing, switching and optical transport
• Basic understanding of Automation SW architecture, common workflows, ZTP methods, DCN networking, APIs and networking models
• Familiarity with cloud architecture and deploying / running applications in a cloud environment
• Construction of product feature / price analysis spreadsheets
• Project management, organizational skills
• Problem solving and communication skills
• Strategy development
• Time management skills: ability to plan, prioritize, execute & follow-up within a timely manner
• Professionalism in attitude, conduct, and appearance Ability to build strong customer relationships and support an overall sales strategy
• Technical background and desire to learn new technologies
• Demonstrated ability to manage on-going activities such as RFP activity, trials and product acceptance
• Must be able to communicate and work with Ciena engineering organizations and articulate the technical concepts and design to our customers
• Excellent organizational skills due to dynamic nature of activities
• Superior verbal and written communication skills
• Ability to produce written proposals, network engineering designs/documentation, as well as quoting the solutions
• Be able to create, communicate and articulate the value of solutions to customers
• Understand the customers current network, software applications and architecture
• Work with both internal and external organizations to drive solutions for our customers
• Consult with customers on best practices and how to incorporate Ciena's technology into their networks
• Remote sales engineer supporting Ciena's emerging ICP, DCO and CDO customers
• Serve as a customer-facing primary contact for advanced technical issues
• Ability to understand network architectures and their building blocks
• Utilize Ciena's design and modeling tools to model optical network architectures
• Assist in the preparation of quotes, RFx's responses, and forecasts
• Understand and assist customers in their API and software integration efforts
• Collect and assist in assessment of new product features
• Manage and track customer requests and help coordinate sales activities
• Assist Customer Product and Technology solution discussions and presentations
• Support in the development of pricing strategies and incentives to win business
• Assist in tracking of product deliverables and communicating issues to regional teams
• Lead the transition of customers from end-of life products to other Ciena solutions
• Plan and support product certification, acceptance testing, and network introduction activities
• Make independent decisions on routine technical activities in accordance with company policy and procedures
• Travel (up to 50%) to customers sites, R&D locations and technical conferences for customer engagements, technical discussions and presentations
• Performs other duties as assigned
• Master's Degree, preferred
• Sales opportunity and quote tool experience a plus
• Prior Data Center Operator and Internet Content Provider sales experience would be beneficial