Director of Carrier Managed Service Portfolio and Offer Development – Americas, EMEA

Location: This role can be located anywhere in the United States. As the global leader in high-speed connectivity, Ciena builds the critical infrastructure powering the AI era. We’re a technology company shaping the future of networking, guided by innovation, integrity, and collaboration. Through development opportunities, meaningful work, and flexibility, Ciena supports growth and well-being—on and off the job. Connect with a career that matters. Ciena is seeking a Director of Carrier Managed Service (CMS) Portfolio and Offer Development to lead the evolution of managed services for telcos, service providers, carriers, and network operators globally. This role drives portfolio strategy, partnership growth, and go-to-market execution while creating value for strategic partners across a rapidly evolving telecommunications market. Success in this position combines business strategy, telecom technology, and relationship leadership to accelerate growth and service innovation.

How you will make an impact: Lead the development, evolution, and execution of the managed services portfolio strategy for telcos, service providers, carriers, and network operators globally. Refresh the managed services catalog and introduce new service offerings aligned with partner and provider outcomes. Coordinate cross-functional engagement across Account Management, Product Line Management, Partner Programs, Regional Leaders, and CMS Business Development Consultants. Cultivate relationships with service providers and operators to align business development activities with growth strategies. Direct sales enablement and go-to-market initiatives within the Ciena Partner Network ecosystem (CPNe). Influence stakeholders through thought leadership and business-focused communication of complex technology concepts. Coach and mentor global teams while actively contributing to consulting, business development, and sales enablement activities. The must haves:

Experience: 10+ years in telecom sales, business development, product management, or channel management. Leadership in business development, consultative sales, partner management, and growth of service provider relationships. Application of managed services portfolio strategy, service catalog development, offering standardization, and lifecycle governance. Experience working within global, cross-functional matrix environments and collaborating across multiple business functions. Knowledge of telecommunications managed services, market opportunities, and telecom technologies including optical transport, Carrier Ethernet, IP, and wave services. Commercial and financial acumen applied to growth strategy, service launches, pipeline development, and partner performance. Exceptional project management, communication, presentation, storytelling, and executive engagement skills.

Nice to haves: Experience with direct and indirect sales strategy, channel programs, and partner ecosystems. Familiarity with the telecommunications and channel ecosystem, including Global Carriers, Tier 1 and Tier 2 Operators, Regional Service Providers, MSOs, Submarine Operators, Indirect Channels, Hyperscale Data Center Operators, Public Cloud Providers, and Neo-scalers. Knowledge of global business practices, cultural nuances, and market dynamics across regions. Demonstrated ability to synthesize partner success stories into business-focused narratives. The annual pay range for this position is $141,700 - $226,300 USD. 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. Dig deeper into who we are, what we do, and what you can expect as a member of our team. Meet the people who are shaping the future of communication and explore the culture we’ve built together at CienaLife.