Senior Director, Strategic Accounts

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. Senior Director, Strategic Accounts The Senior Director, Strategic Accounts plays a critical role in driving Ciena’s growth with our most strategic customers. This leader brings operational rigor, commercial excellence, and a customer-first mindset to define and execute go-to-market strategies that accelerate bookings, revenue, and market share. The role combines hands-on executive customer engagement with global sales leadership, ensuring sustained success across complex, high-value accounts. How you will make an impact: Lead and execute short-, medium-, and long-term go-to-market strategies to drive growth in bookings, revenue, margin, and market share across strategic accounts Own and consistently deliver quarterly and annual financial commitments, including bookings and revenue targets aligned to equal or majority share of customer spend across applicable Ciena solutions Build, lead, and inspire a high-performing global sales team through coaching, mentorship, and role-model leadership Engage directly with executive-level customer stakeholders to strengthen relationships, uncover growth opportunities, and differentiate Ciena’s portfolio from competitors Personally spearhead complex, high-impact sales pursuits as needed to accelerate deal closure and customer outcomes Maximize lifecycle value by expanding services revenue, including negotiation of profitable long-term maintenance and support agreements Collaborate cross-functionally to align customer requirements with Ciena’s global product roadmap and marketing strategy The must haves: 15+ years of progressive experience in senior sales leadership roles within telecommunications, networking, or a closely related technology industry Proven success owning and growing strategic or global accounts with responsibility for significant revenue and margin targets Demonstrated ability to lead and scale world-class, geographically distributed sales teams Extensive experience engaging, influencing, and negotiating with executive-level customer stakeholders Telecom infrastructure (preferably optical and/or routing and switching) experience and/or large network (service provider) footprint complex sales Understand hyperscaler business Running large accounts that have oversized influence on the company's revenue Strong commercial acumen with a track record of driving revenue growth, market share expansion, and gross margin improvement Exceptional communication, collaboration, and stakeholder-management skills Bachelor’s degree required; advanced business degree or equivalent experience strongly preferred Nice to haves: Direct experience managing Strategic Accounts with complex, multi-year investment cycles Balanced background selling both directly and through partners or indirect channels MBA or equivalent advanced business education Experience driving transformational platform refresh or replacement programs within customer networks Demonstrated ability to introduce innovative approaches that deliver value beyond the scope of the role Pay Range: The annual total target compensation pay range for this position in California is $418,000 - $667,800 USD. This includes both base and incentive compensation. 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. Apply To This Job