Consultant Partner Sales
At a glance
Mid-level Channel & Partnerships role at Ciena. 2 Locations · full-time.
Pay not stated
growthroles summary, based on the employer's posting.
What you'll do
- Manage VAR relationships through shared business plans and recurring performance reviews
- Use forecasts, sales plans, and coordinated selling to improve partner results
- Build partner readiness through program benefits and enablement activities
- Create joint go-to-market plans and partner marketing that generate awareness and opportunities
- Coordinate internal teams, support sales execution, and maintain CPNe program compliance
What you bring
- Five to eight or more years in partner management, sales, or business development across IT or telecommunications
- Established connections with leading VARs and a wide partner network
- A record of delivering go-to-market plans and partner enablement initiatives
- Evidence that you have helped partners reach or surpass sales quotas
Who this fits
This role suits a mid-career partner sales professional covering Japan who can influence across countries and a matrixed organization. You should be comfortable building relationships, negotiating, managing projects, and working across functions. Experience with Service Providers, Enterprise System Integrators, partner governance, network operator sales, or telecommunications technologies would strengthen your fit.
From the employer
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.
This role drives growth by expanding and empowering Ciena’s value‑added reseller ecosystem across Japan. It strengthens Ciena’s position in the market by developing high‑impact partnerships, enabling joint go‑to‑market motions, and accelerating adoption of Ciena’s portfolio.
How you will make an impact:
• Manage and grow Value‑Added Reseller (VAR) partnerships through joint business planning and regular business reviews
• Drive partner sales performance through forecasting, sales planning, and coordinated selling
• Expand partner capability and readiness through Ciena program benefits and enablement initiatives
• Develop and execute joint go‑to‑market strategies that strengthen market presence
• Position Ciena’s value proposition and solutions effectively across partner ecosystems
• Implement partner‑focused marketing programs to increase awareness, demand, and opportunity creation
• Ensure compliance with Ciena’s CPNe program while coordinating internal resources to support operational and sales objectives
The must haves:
• 5–8+ years of experience in partner management, sales, or business development within IT or telecommunications sectors
• Proven relationships across top‑tier VARs and a broad partner ecosystem
• Demonstrated experience executing go‑to‑market strategies and partner enablement programs
• Strong relationship‑building, negotiation, and cross‑functional collaboration skills
• Ability to influence in a matrixed, multi‑country environment
• Strong business acumen supported by excellent communication and project management capability
• Proven track record of driving partners to meet or exceed sales quotas
Nice to haves:
• MBA or equivalent experience
• Technical bachelor’s degree
• Familiarity with partner program governance and policies
• Experience working with Service Providers and Enterprise market System Integrators
• Knowledge of network operator sales and telecommunications technologies
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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.
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