Position: Regional Account Director
Location: Egypt
How You Will Contribute:
Performing this role is a highly motivated and talented Account Director who displays a strong track-record in exceeding goals and objectives. Results-oriented, collaborative, and creative. An individual who can increase bookings and revenue performance without losing sight of Corporate Objectives and Strategy. This role has been designed to develop the relationships and increase the business impact for Ciena in Egypt
- Delivering and exceeding sales booking and revenue targets from existing and new named Accounts in the Middle East.
- Developing a solid technical and commercial understanding of the end-to-end opportunities from named, allocated Accounts on a rolling basis.
- Delivering profitable growth from the named, allocated Accounts.
- Working closely with Sales Engineering, Franchise, Commercial Management, Legal, PLM, Marketing, S3 and the Partner Channel to align priorities and be prepared to defend and expand existing Accounts whilst also winning New Named Accounts.
- Proactively and with velocity, pursue growth and market penetration opportunities by leading from the front, in direct contact with customers - Leading, supporting and inspiring the wider Account team.
- Interfacing with the numerous disciplines including and not limited to: Sales, Sales Engineering, Franchise, Legal, Commercial, Procurement, PLM, Operations, R&D, Supply Chain and Finance to ensure the required support for Business Cases, Internal Approvals and Customer Engagements.
- Driving the internal Ciena organisations to secure product features, delivery dates, and price levels required to drive winning customer solutions.
- Developing and implementing strategic account plans for each allocated Customer that best position Ciena to maximise bookings, revenue and, margin in accordance with company expectations – - - - Delivered and reviewed quarterly with the Sales Leader.
- Developing an Advanced knowledge of the competitive landscape and the target market.
What Does Client Expect of You?
- You’re a proven relationship builder – you know how to build trusted and long-term customer relationships quickly.
- Proven sales expertise – you know how to readily identify new business opportunities, close the deal and effectively manage regional, large and strategic accounts.
- Collaborator – you possess the ability y to lead, direct and collaborate with global teams in a highly matrixed and cross-functional environment.
- Agility – you are readily able to manage competing and ever-changing account priorities and maintain a balanced and methodical approach to problem solving.
- Business acumen – you will have detailed knowledge of Ciena’s products, the competitive landscape and an in-depth understanding of sales cycle and stage requirements.
- Communication expertise – you can effectively tailor a message/articulate a value proposition to an audience to enable engagement at all levels of an organization, i.e., able to communicate a good blend of technology/networking trends, as well as an understanding of customer priorities and business outcome objectives as well as the business value of Ciena solutions.
- The ability to influence – you’re capable of working with internal stakeholders to drive decision-making and strategic thinking, and with external stakeholders to influence the adoption of Ciena solutions.
- A commitment to learning – you keep abreast of the market and competition and use that information to Ciena’s advantage.
The Must Haves:
- A deep understanding and experience of working with Regional Telecom Service Providers, (Specifically Telecom Egypt), extending to Terrestrial and Subsea Network Investors throughout the Region.
- A deep understanding of how market dynamics are driving change and exponential growth for Regional Service Providers and the wider Eco-System. (For example, the accelerated deployment of Hyperscale networks and data centres, the evolving regulatory framework and the expansion across borders and interconnection to submarine cable systems).
- A drive based on Business Development in both existing and emerging Accounts that offer high regional growth potential.
- The ability to constantly deliver superior performance against sales targets.
- The ability to constantly find ways to accelerate goal attainment and reduce time-to-market, along with the ability to measure and track key business results and processes against set targets and, against the competition.
- A deep understanding of Optical, Routing & Switching, Software and Value-Added Services (Consider the Ciena portfolio).
Assets:
- MBA and/or advanced technical degree.
- A strong ability to think strategically about business opportunities.
- Strong business acumen and financial expertise.
- Experience in complex deal negotiating with a creative approach where necessary.
- Excellent presentation and communication skills.
- A keen awareness of market intelligence with respect to competitors and the customer base.
- A strong understanding of Salesforce.com for management and forecast reporting.
- Strong interpersonal skills and the ability to handle many competing priorities.
- A strong ability to prioritise, organize and operate in a fast-moving environment.
- Management and leadership skills to drive activities to achieve business objectives
?- Willingness to travel frequently