Sales Technology Consultant
Ciena
- Alpharetta, GA Atlanta, GA
- Permanent
- Full-time
- Atrusted advisor for the customer-facing organization, as well as the major corporate functions in the business that participate in the selling motion and direct customer engagement,
- Define and prioritize buyer journey related initiatives while leveraging emerging industry trends, such as digital transformation and AI by working with vendors and other key stakeholders. By applying these innovative techniques, you will provide additional benefits to our sales teams, offering innovative technologies and streamlined processes that minimize sales administrative and technology burden, and
- Deliver globally significant, high-impact initiatives. These initiatives will shape our sales organization's future and have a substantial impact on Ciena's business operations.
- Initiative – you’re a self-starter who works with limited direction and is accountable for resolving issues quickly and delivering against aggressive deadlines.
- Relationship builder – you’re capable of building trusted internal and external working relationships quickly and influencing thinking and outcomes.
- Customer first – what’s important to the customer is equally important to you. You make understanding their needs, expectations and circumstances a priority.
- A high level of comfort in working independently or as part of a diverse and matrixed team network.
- You embrace change – thriving in a multi-faceted environment of ever-changing and often competing priorities.
- Communication expertise – you possess the ability to clearly articulate technical issues and tailor your message to the audience to ensure understanding and agreement.
- A dedication to ongoing learning – with a desire to continuously expand your knowledge and explore emerging learning techniques and technologies.
- Buyer Journey Expert
- Own, and serve as subject matter expert to peers on the Ciena global buyer journey technologies, processes, and workflows
- Own the alignment with other functions/organizations including marketing, supply chain, back-office support, and services to ensure all customer interactions can be mapped to business goals
- Own the buyer journey related roadmap and delivery
- Work with Sales, IT, and other stakeholders in customer engagement globally to ensure processes and workflows meet their needs and minimize their admin burden
- Conduct regular interactions with customer-facing stakeholders in sales, marketing and services for requirements gathering, agreeing to outcomes, prioritizing of initiatives, facilitating POC testing and providing initiative updates
- Communicate appropriately at all sales team and sales leadership levels
- Implement globally impactful solutions that lead to deeper sales insights and greater sales success based on a complex business environment
- Customer Engagement Focus
- Develop data views at the customer, account and contact level that leverage data produced from our customer interactions and external sources that are useful for sales teams
- Develop a means to deliver the right content from business stakeholders to Sales to use for their selling motion internally and with customers at the right time in the sales motion
- Use data analytics and AI functions to provide benefit for sales teams in their internal work and customer interactions
- Show sales teams the breadth, depth, impact, and frequency of their customer engagements whether in person, via video conference, email, or calls
- Buyer Journey Product Owner
- Perform the Product Owner role for buyer journey related sales technologies and processes
- Work on multiple buyer journey initiatives in parallel for incremental and impactful delivery of value to the sales teams
- Work in an Agile team including the Product Manager, IT business analysts, developers, and architects to deliver solutions that match business requirements
- Conduct discovery meetings with stakeholders to understand the business need and pain points and business outcomes required and articulate this in detail to IT in JIRA
- Use a process focused approach to then apply technology solutions that create efficiencies for sales teams
- Own and drive the roadmap of buyer journey initiatives and work with IT to develop appropriately-sized JIRA stories to deliver new capabilities
- Be decisive on issues that come up during IT development that balance execution with quality that best benefits the stakeholders
- Produce communications including FAQs, videos, and other guidance collateral for the launch of new tools and processes
- Work with Sales Enablement colleagues on finalizing communications and timing of launches
- Provide training for the sales teams and supporting functions on sales technology and process enhancements
- Develop and maintain reporting and dashboards on efficiency, effectiveness, and adoption
- Applied experience in developing and maintaining buyer journey technologies, processes, workflows, and relevant documentation
- Successful, hands-on experience as an Agile Product Owner and leader of company-wide programs, cross-functional collaboration, and the ability to input to and execute a strategic plan
- Knowledge of Salesforce and other sales platforms applied to complex and long sales cycles
- Ability to evaluate complex and diverse needs across sales and make decisions based on buyer journey expertise
- Ability to work with and advise sales leaders, their teams and sales supporting functions such as marketing, supply chain, finance, legal, commercial management, and services
- Effective communication, relationship building, self-organization and time management skills
- Ability to help develop structured plans, actions, and metrics for the buyer journey
- Ability to report on success metrics to demonstrate concrete and measurable results
- Minimum 4 years in a role owning the buyer journey and experience working in adjacent customer-facing roles such as sales, sales enablement, commercial management, or sales engineering
- Experience implementing successful sales process/methodology/sales playbook initiatives
- Experience in global process transformation projects across multiple functional teams, working collaboratively, and achieving measurable results
- Experience working with IT teams in an Agile working environment as a Product Owner
- Network / Telecom industry experience
- Bachelor’s or master’s degree or equivalent experience