Specialist, commercial management

As the global leader in high-speed connectivity, Ciena builds the critical infrastructure powering the AI era. We’re a technology company shaping the future of networking, guided by innovation, integrity, and collaboration. Through development opportunities, meaningful work, and flexibility, Ciena supports growth and well-being—on and off the job. Connect with a career that matters.

The position will take an independent role in assisting the Sales and/or Global Partner Organization (GPO) with accurate and timely commercial support during the entire sales or channel programs cycle, throughout the company’s internal approval process and subsequent commercial/financial support.

Role details and responsibilities:

• Manages and respond to requests from the Sales Team and/or Global Partner Organization (GPO) Team in a timely manner, able to work to tight customer deadlines.
• Effectively manages and coordinates formal sales RFXs from customers and potential customers and coordinates in conjunction with the Senior Global Channel Commercial Manager formal Global Channels programs initiated by the GPO responding to these inquiries in a timely manner with a formal business proposal (as applicable).
• Logs and tracks the progression of the RFx review and response development or Global Channel Program review and response development with GPO and GPO Operations team.
• Initiates the RFx Bid/No Bid process and schedules the Bid Kickoff (as applicable).
• Manages the workflow associated with the RFx, or with GPO Operations manages the workflow associated with Global Channel Programs including the assignment of responsibilities and determining deadlines. Ensure that all relevant departments and individuals have the appropriate assignments. (as applicable)
• Facilitates RFx Proposal / Quote content development, or in conjunction with Senior Channels Commercial Manager coordinate with GPO the development of the channel programs, the structure and commercial terms and conditions ensuring that all final responses are received by the approved person within each department as applicable for RFx’s/channel programs. This includes ensuring that each of these individuals has had an opportunity to review and comment prior to submission of the RFx response to the customer or implementation/launch of channel programs.
• Is a Subject Matter Expert and owns compliance to Ciena’s internal processes and governance as it relates to bid activity and contract negotiations for a region or set of accounts or channel program initiatives.
• Prepares profit/loss (P&L) analysis in accordance with Ciena procedures and governance for all opportunities (RFx’s or Channel Programs) requiring approvals based on Ciena’s governance requirements.
• Ensures all deals or channel programs coming forward for approval are prepared accurately and objectively and reflect the anticipated outcome should the customer select our bid or the channel program reflects the anticipated outcome of the GPO leadership team.
• Understand business impact of the opportunities (RFx & Channel Programs) to Ciena’s corporate plan within the region or set of accounts supported and challenges the GFO or GPO organization providing guidance related to better positioning of pricing strategies and Ciena’s commercial solutions and channel programs.
• Provides risk assessments and mitigation to all supported commercial transactions and ensures that any exposures are captured within P&L analysis and approvals of the business opportunities or channel programs.
• Maintains the Bid Register and associated files accurately and updated as all deal supported activity evolves through the entire sales cycle process and channels programs through their term.
• Develops, in alignment to the Sales organization within supported region or set of accounts, all commercial aspects of new markets or annual business plans.
• Leads the internal approval process requirements for contract engagements and negotiations.
• Provides supports to Sales on the interactions with customers’ procurement and legal organizations during the contract negotiation process.
• Knowledgeable of revenue recognition requirements and impacts through the engagement in all commercial transactions.
• Analyzes and highlight to upper management and cross functional teams non-standard terms and conditions content within RFXs, contracts and channel programs for internal evaluation and approval and influences the positioning of Ciena’s RFx response or channel program initiative.
• Analyzes trends in bid and/or channel program activity, quarter over quarter and influences the driving of required improvements to ensure continued success.
• Interfaces and influences the internal cross functional teams as relates to deal or channel program management when required, such as Operations, Services, Finance, Legal etc.
• Is comfortable working in a global organization.
• Performs other duties as requested/assigned.

Skills Required:

• Strong Analytical skills
• Detailed-oriented
• Strong organizational skills
• Strong interpersonal skills
• Good team player and "problem solver"
• Strong communication skills
• Able to own the management of multiple projects simultaneously
• Able to manage time effectively and work under tight deadlines
• Able to work and communicate effectively with a virtual team across multiple geographies and time zones.
• Works with a moderate level of independence and minimal supervision
• Knowledgeable of cost accounting principles, P&L analysis, and revenue recognition principles.
• Some contract negotiations skills/expertise
• Familiar with PC and software applications: Strong knowledge of Windows, Excel, PowerPoint, and Word

Desired Characteristics:

• Energetic and willing to work flexible hours (for some late weekday hours and occasional weekends)
• Self motivated

The Must Haves:

• Bachelor’s degree in finance or business
• At least 4-6 years’ experience in commercial management area

Pay Range:

The salary range for this role in the USA is $84,400 - $134,800

Pay ranges at Ciena are designed to accommodate variations in knowledge, skills, experience, market conditions, and locations, reflecting our diverse products, industries, and lines of business. Please note that the pay range information provided in this posting pertains specifically to the primary location, which is the top location listed in case multiple locations are available.

Non-Sales employees may be eligible for a discretionary incentive bonus, while Sales employees may be eligible for a sales commission. In addition to competitive compensation, Ciena offers a comprehensive benefits package, including medical, dental, and vision plans, participation in 401(K) (USA) & DCPP (Canada) with company matching, Employee Stock Purchase Program (ESPP), Employee Assistance Program (EAP), company-paid holidays, paid sick leave, and vacation time. We also comply with all applicable laws regarding Paid Family Leave and other leaves of absence.

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.