Program Manager - Carrier Managed Services (CMS)

Ciena ,
London, Greater London
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Job Description

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? We're looking for a highly motivated and talented individual who will drive Ciena's CMS Program strategy & execution on a global basis. The role will involve establishing a best practice framework for development of new programs and services that drive our portfolio strategy, whilst evaluating partner selection and performance.This goal is largely achieved though employing the correct methodologies to prioritize regions and market verticals that have high potential for growth within the Ciena Partner Network (CPN) ecosystem. ACCOUNTABILITIES: * Provide the vision and direction to implement strategies & processes for a best in class partner program while enabling profitable growth. * Develop CMS partner program frameworks and initiatives that best drive Ciena's near term portfolio strategy * Understand and establish which next generation services will need to be launched for our partners to be able to increase their market penetration * Build and lead virtual teams to provide innovative tools and solutions to accelerate the launch of new services * Identify and establish key metrics to drive growth within the CMS program * Collaborate with corporate development, marketing, and sales leadership across the globe to drive strategy and outcomes that have a measurable ROI * Develop strong customer/partner relationships that foster trust and innovative partnership leading to profitable revenue for Ciena. * Understand and articulate the benefits of CMS to both internal and external customers * Define the enablement strategy for CMS partners including training, market studies (with Market Development), sales collateral and tools * Prioritize global customer/partner engagements to maximize penetration of current and near-term portfolio capabilities to drive solutions pull through * Collaborate with marketing and other CPN delivery dunctions to deliver program value in a coordinated manner that maximizes in year revenue * Coordinate with regional account teams to ensure partner ongoing development and compliance with CPN program annually * Drive business planning and quarterly business review cadence internally and externally * Travel: approx. 20% required (domestic & international) SKILLS & COMPETENCIES: * Experienced partner program professional with strong strategic thinking capabilities and system sales background. * Strong project management skills with an ability to lead a virtual team to prioritize and execute multiple business development initiatives simultaneously. * Specific involvement in recruiting some key MSP Partners. * Develop and drive thoughtful business plans that define targeted growth strategies based on partner selection and technical solutions integrated with direct and indirect sales team go-to-market plans. * Ideal candidate will have proven experience and understanding of competitive landscape, industry stakeholders and influencers, solution value proposition, establishing mutually beneficial business terms, spearhead negotiations, support contract execution, ensuring operational support, develop go-to-market plans, partner and marketing readiness, and execution of channel go-to-market strategies. * In depth knowledge of service provider and network operator product life cycle and NPI process. * Ability to drive thought leadership and influence in a matrixed environment with diverse cross-functional teams and a broad range of functions and stakeholders. * Adept at collaborating with key stakeholders, managing conflict, resolving issues and escalating where appropriate to deliver a best in class partnership experience. * Strong business acumen and deep telecommunications managed services market knowledge. * Industry knowledge with an understanding of services, solutions, technology partnerships, economics, industry trends and channels to drive growth strategies with partners. * Firm understanding of pertinent telecommunication technology including optical transport (L1), Carrier Ethernet (L2), IP (L3), Software Defined Networking and Network Function Virtualization. * Exceptional written and oral communication skills with extensive experience presenting a broad range of materials and story tel

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