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Business Development Manager - Government Sector

Ciena - Sydney, NSW

Source: uWorkin


Since 1992, Ciena has been driven by a relentless pursuit of network innovation. We believe in a network that grows smarter, more agile, and more responsive every day. This means that when you digitally interact in your world - picking up the phone, streaming video, texting a friend or loved one – your interactions are being enabled by Ciena technologies. Ciena makes your social / entertainment / business existence REAL.

Your Role

This Canberra based position is a Business Development/Sales role to develop and grow Ciena’s business into Australian Federal and State Government Departments, either directly or via channel partners.

The individual must be highly motivated, have strong interpersonal skills and be able to build strong, trusting and productive relationships both within Ciena as well as the customer base. The individual must be a strong team player able to influence supporters across multiple organisations and develop the status of a ‘trusted advisor’ with their customers.

This individual will work closely with and lead a virtual cross-functional team of pre-sales systems engineers, product marketing, operational and global support teams in developing and implementing comprehensive sales account strategies to ensure rapid and significant growth of revenue across their territory.

The individual also responsible for leading the pre-sales teams to ensure timely presentation of network designs and commercial proposals/quotes, response to RFX’s, customer presentations, product/feature requirements, resolution of account issues, etc.

Your Responsibilities

  • Track record identifying and closing multi-million dollar deals, including positioning solutions, developing comprehensive pricing and commercial strategies, and negotiating contracts into Australian Federal and State Governments.
  • Identify, understand, and manage relationships and decision making processes across all levels of government.
  • Strong Sales skills, with emphasis on new Business Development.
  • Strong working knowledge of Federal/State Government IT & Telecommunications environments.
  • Excellent presentation and communication skills.
  • Establish a keen understanding of the customer’s business model – including an in-depth knowledge of the customers network and network/business challenges.
  • Work with extended CIENA team, including executive team, product marketing, product line management, and sales operations to achieve sales, revenue and profitability objectives.
  • Drive direct sales activities at all levels of government.
  • Drive sales via Channel Partners as well as identifying and developing new channel partners and managing existing partners.
  • Drive responses to RFPs, RFIs and quotes.
  • Extensive Solution Sales experience, into Government is essential.
  • Strong background in Optical and Data Networking is preferred.
  • Self-starter, capable or ‘owning’ areas of responsibility and involving senior management for necessary issues.

Minimum Qualifications
  • Degree (Technical or Business)
  • Possess NV2 Security Clearance.
  • Strong leader with well developed techno-commercial capabilities, strategic account planning abilities, a large system sales background and a proven track record in winning deals within complex organisations.
  • Thorough understanding of the Government IT&T landscape, departments, processes and procedures, as well as a highly developed network of relevant governmental contacts is essential for this role.

Preferred Qualifications
  • Strong interpersonal skills.
  • Management and leadership skills to drive activities to achieve business objectives.
  • Ability to prioritise, organise and operate in a fast moving, dynamic environment.
  • Excellent analytical, collaborative and communications skills.
  • Self-motivated, with exceptional discipline to work independently in order to assure success.
  • Highly motivated, ability to handle many competing priorities within multiple accounts.
  • Willingness to travel frequently.

About Ciena

Ciena is a network strategy and technology company with a passion to provide an experience, to you and our customers that is as rewarding as the outcome. We attract the best and brightest– those with outstanding talent, motivation, and the right attitude to contribute to our success. Our culture balances our openness and informality with professionalism and trust and is built on the foundation of our core values: Customer First, Integrity, Velocity, Innovation, and Outstanding People.

Ciena enables everyone to have a voice and a network that supports them while on the journey to discovering their passion and purpose. We trust each individual to do what they can to reach their full potential and make an impact on the business, whenever, wherever they are in the world. With Ciena’s highly innovative, forward-thinking business practices, we reward people for pushing the boundaries. Unlock your potential at Ciena!

Being You @ Ciena
As part of our commitment to diversity and inclusion, we want to foster an environment that values and respects all individual’s strengths, perspectives, ideas, and ability to meet the needs of our customers globally. Ciena values the diversity of its workforce and respects its employees as individuals, regardless of race, ethnicity, religion, gender, age, national origin, disability, sexual orientation, veteran or marital status or any other category protected by applicable law. We do not tolerate any form of discrimination.

Ciena is also committed to compliance with all fair employment practices regarding citizenship and immigration status.

If contacted in relation to a job opportunity, you should advise Ciena in a timely fashion of the specific accommodation measures required for you to be assessed in a fair and equitable manner.