Specialist, Account Management

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. Account Management Specialist – Strategic Markets (Northeast & Central US) As a Specialist in Ciena’s Strategic Markets hub, you are the catalyst for our next phase of growth. Your mandate is new logo acquisition within the Fortune 100, Healthcare/Pharma, and Neocloud (Tier-2) sectors. You will lead the charge in establishing Ciena’s presence from the ground up in accounts where we currently have no footprint, positioning our infrastructure as the essential foundation for AI fabrics and next-generation data centers. How Will You Contribute: Enterprise Expansion: Breaking into net-new F100 accounts to displace incumbents and establish long-term partnerships. AI Leadership: Establishing Ciena as the "connective tissue" for AI scale, specifically targeting early adopters in the Healthcare/Pharma vertical. Neocloud Disruption: Partnering with neoscalers to power niche market expansions and data center infrastructure advancements. Must Haves: Greenfield Business Development: Execute a grassroots sales strategy to identify, qualify, and win net-new logos across the Northeast and Central US. Executive Relationship Management: Navigate complex F100 organizational structures to build credibility and influence with C-suite and senior IT leadership. Strategic Alignment: Map Ciena’s Optical and Data solutions to the specific business objectives of Fortune 100 and Healthcare enterprises. Cross-Functional Leadership: Orchestrate internal resources—including SEs, Product Management, and Executive Leadership—to deliver winning proposals for large-scale solutions. Market Intelligence: Maintain a deep understanding of the competitive landscape to effectively differentiate Ciena’s value proposition in the AI and Neocloud space. New Logo Expertise: A proven track record of capturing market share and winning accounts from a standing start. Strategic Sales Acumen: 5+ years of experience in large-scale solution sales (F100 focus/healthcare preferred) with the ability to manage long, complex sales cycles. Industry Knowledge: Familiarity with Networking sales, Optical knowledge is a plus, but the ability to translate technology into business value is paramount. Territory Command: Deep professional network or demonstrated ability to penetrate the Northeast and Central US enterprise markets. Personal Drive: Highly self-motivated with the discipline to work independently and the cultural fit to collaborate within a high-performance team. Communication: Exceptional presentation skills and the "executive presence" required to lead high-stakes boardroom discussions. Education: 4-year degree (Business or Technical) or equivalent relevant work experience. Why Join Ciena Strategic Markets? This is a high-visibility role within a specialized "growth hub." You will have the agility of a startup environment backed by the global resources of a networking leader, with a direct impact on Ciena’s most critical strategic pillars. The annual total target compensation pay range for this position is $200,400 - $320,000 USD. This includes both base and incentive compensation. #LI-WH1 #Remote 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 commis ... (truncated, view full listing at source)