Technical Sales Development Program

About the Role

Ciena's Technical Sales Development Program (TSDP) is a 24-month, Atlanta, GA-based program designed to prepare participants for successful careers in technical sales. Graduates of the program will be positioned as an Account Manager (AM) or a Sales Engineer (SE).

• Account Manager (AM): Drives results, acts as a trusted partner and strategic thinker with strong communication and negotiation skills, focuses on customer relationships, and identifies new business opportunities.
• Sales Engineer (SE): Acts as a technical bridge, consults with customers using technical aptitude to design networks, cultivate sales and profitability, and develops strategies for new client opportunities by owning the prime technical relationship.

Program Structure

As a participant, you will engage in classroom-based and hands-on training. The program offers opportunities for networking, mentoring, and coaching with engineers, architects, and other professional/technical personnel. You will learn to:

• Prospect for new business
• Solve problems
• Understand excellent customer service
• Gain deep dives into Ciena's product portfolios, organization, customer landscape, network and engineering design, and the end-to-end sales cycle.
• Understand key functional groups such as Field Service, Technical Support, Professional Services, and Program Management.

Upon completion of the program, relocation to one of Ciena's nationwide markets may be required.

Key Responsibilities

• Strengthen connections with current customers and identify new business opportunities (Account Manager).
• Serve as the technical bridge between Ciena and customers (Sales Engineer).
• Engage with customers in a consultative capacity (Sales Engineer).
• Utilize technical aptitude to design networks (Sales Engineer).
• Cultivate sales and profitability within current accounts (Sales Engineer).
• Develop business strategies to drive new client opportunities (Sales Engineer).
• Take ownership of the prime technical relationship (Sales Engineer).

Requirements & Tech Stack

• Bachelor's Degree in Engineering or Business.
• Prior technical and/or sales co-op/work experience is a desired asset.

Compensation & Benefits

• Annual Pay: $74,000 + 25% Target Commission.
• Eligibility for a discretionary incentive bonus (Non-Sales employees) or sales commission (Sales employees).
• 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.
• Compliance with all applicable laws regarding Paid Family Leave and other leaves of absence.