Job Description

As the global leader in high-speed connectivity, Ciena is committed to a people-first approach. Our teams enjoy a culture focused on prioritizing a flexible work environment that empowers individual growth, well-being, and belonging. We're a technology company that leads with our humanity—driving our business priorities alongside meaningful social, community, and societal impact.

How You Will Contribute:

We are seeking a Director, Sales Engineering as the customer-facing, technical leader driving Ciena's solutions portfolio into one of our primary Compute customers on the West Coast. The ideal candidate requires a strong technical background with an emphasis in networking architecture, optical networking/transport products and components, and data center infrastructure, as well as demonstrated ability to build and manage a technical team. Additional desired experience includes product line management and/or product development, routing/switching products and customer applications, operations automation tooling using common APIs (REST/gRPC), and an understanding of hyperscale network architecture and evolution. The ability to clearly position Ciena as a leader in networking hardware and software solutions, and how Ciena's offerings differentiate against the competition, is essential. This position is based on the West Coast of the US, where the selected candidate must reside or be willing to travel to regularly.

• Lead the introduction, deployment, and support of Ciena's portfolio of products and services, including Long Haul/Submarine/Metro and Edge DWDM solutions, Coherent Modems, ZR/ZR+/Coh-lite Coherent Plugs, and Data Center Interconnect solutions and components.
• Lead a dedicated team of sales engineers to drive product proposals, designs, and quotes for Ciena products and services to serve hyperscaler customers. Coordinate closely with PLM, Engineering, and Services to define, develop, and deliver the customer’s technology roadmap, including working with and driving product requirements into R&D.
• Drive engagements with the customer and partners to co-develop ASIC, hardware, and software programs.
• Perform technical oversight, including on-site customer engagements, supporting customer and internal architectural discussions, and defining requirements for engineering organizations.
• Be able to create, communicate, and articulate the value of solutions to customers.
• Understand the customer's current architecture, network, and software applications that drive requirements for new products and technologies.
• Work with internal and external organizations to develop solutions for our customers.
• Consult with customers on best practices to design, integrate, and automate Ciena's technology into their networks and software infrastructure.
• Define the technical strategy of Ciena's portfolio engagement with one of Ciena's strategic hyperscaler customers.
• Serve as the primary customer-facing contact for advanced technical engagements and future technology requirements for systems, plugs, and components.
• Understand network architectures and their building blocks.

*Identify and communicate architectural shifts and requirements.

*Assist in the preparation of RFx responses and forecasts.

*Collect and assess new product features.

*Assist in product and technology solution discussions and presentations for customers.

*Support development of pricing strategies and incentives to win business.

*Plan and support product certification, acceptance testing, and network deployment activities.

*Prepare designs, quotes, scope of work documents, and network diagrams.

*Manage customer requests and coordinate sales activities.

*Track product deliverables and communicate issues to regional teams.

*Lead the transition of customers from end-of-life products to other Ciena solutions.

*Make independent decisions on routine activities per company policies.

*Travel up to 50% for customer engagements, technical discussions, and conferences.

*Perform other duties as assigned.

The Must Haves:

• Optical Transport Network Architecture, Design & Deployment, and Operations.
• Building network cost models for optimization.
• Understanding of Data Center architectures, spine and leaf designs, edge networking, routing, switching, and optical transport.
• Knowledge of automation software architecture, SDN controllers, workflows, ZTP, streaming telemetry, APIs, and networking models.
• Familiarity with cloud architecture and deploying applications in cloud environments.
• Experience in constructing product feature/price analysis spreadsheets.
• Deep understanding of coherent plugs, modems, WDM systems, and software components.
• Experience in co-developing optical system components, plugs, modems, WDM systems, and software.
• Experience with sales opportunity and quote tools is a plus.
• Strong project management and organizational skills.
• Problem-solving skills.
• Excellent verbal and written communication skills.
• Strategy development skills.
• Time management skills to plan, prioritize, and execute tasks.
• Professional attitude, conduct, and appearance.
• Ability to build strong customer relationships and support sales strategy.
• Technical background and eagerness to learn new technologies.
• Proven ability to manage activities like RFPs, trials, and product acceptance.
• Ability to communicate technical concepts effectively with engineering teams and customers.
• Bachelor's Degree (CS, EE) or equivalent required.
• 10+ years of experience in communications/data center industry.
• Background in Sales Engineering, Engineering, Operations, or Product Management required.
• Experience in Internet Content Provider industry is beneficial.

Pay Ranges:

The annual total target compensation for this position ranges from $237,500 to $380,000 USD, including base and incentives.

In California, the range is $269,500 to $430,500 USD.

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Pay ranges vary based on knowledge, skills, experience, market, and location. The provided ranges are specific to the primary location listed.

Non-sales employees may be eligible for bonuses; sales employees may earn commissions. Ciena offers comprehensive benefits, including health plans, 401(K), Employee Stock Purchase Program, Employee Assistance Program, paid holidays, sick leave, and vacation. We comply with applicable laws regarding paid family leave and other leaves.

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At Ciena, we are committed to a respectful, inclusive environment that values diversity. We do not tolerate discrimination.

If contacted about a job opportunity, please inform us of any accommodation needs.

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