Your Role

The CPO Solution Architect is accountable for defining, developing and presenting converged packet optical architecture based solutions with key customers & partners as well as the broader Sales/SE community in the international region. The architect also supports the BD and sales organisation in identifying and developing related business opportunities.

A key task is designing advanced network architectures and solutions with particular focus on optical and packet transport technologies. With that the solution architect provides the sales teams with key solutions for the packet-optical business. Besides the technical definition of the solutions this also includes non-technical aspects like migrations, operational processes and business value analysis.

The solution architect is involved in interfacing with customers at all stages, acting as a primary voice for Ciena as relates to Ethernet/IP solutions and their value. An important part of the role is also to support RFx responses, with a focus on solution definition, solution costing, advanced architectures and future product features.

This is a highly interactive role, liaising with many organizations within Ciena, including sales and sales engineering teams, as well as corporate entities within Ciena (Product Line Management, R&D, CTO, Professional Services).

Another key function is knowledge transfer to ensure continuous upskilling of the sales teams. As such the architect will need to transfer knowledge to local sales and sales/systems engineering resources to build increasing fluency in architectural as opposed to product based solutions and business value in addition to technical differentiation.

Your Responsibilities

• Support complex architectural engagements with Ciena customers, involving all relevant products and technologies within Ciena’s portfolio
• Act as expert technical lead, working alongside other engineering/design resources to specify the best solution for a given opportunity
• Determine “best fit” criteria for matching Ciena’s products and technologies to a particular opportunity, recommending the best mix of technologies (based on features, price, and timeline), configured into the right solution to best meet the customer’s needs/business drivers.
• Support bid responses, as well as technical presentations, demos, and proofs of concept throughout a sales cycle
• Engage with resources from Strategic Sales (S3), extended SE/Sales teams, PLM, GPO & others to develop solutions
• Define and document key solutions for developing the packet-optical business in the international region. Enable the sales and sales engineering organisations on these solutions.
• Work alongside the strategic business development team to identify and drive new business opportunities.
• Analyse and evangelize about the business value of the solutions.
• Mentor local sales and sales/systems engineering resources to build increasing fluency in architectural as opposed to product based solutions
• Ensure that any customer specific activities are tracked through Salesforce
• Develop and build effective relationships with key customer stakeholders
• Support PLM requests for key roadmap requirements to support business opportunities

Areas of Impact

• Developing solution architectures that allow the team to exceed regional plan for CPO sales in the current year and drive non-linear growth rates outstripping those of traditional business over 3-year plan period
• Increase knowledge and understanding of solution architectures across the broader sales and system/sales engineering community
• Influence PLM in the development of new capabilities to support architectures relevant to customers in the region

Requirements

• Detailed working knowledge of the technologies applied in Ciena’s packet-optical portfolio, including:  Photonic components and systems, L2 transport & services, transport & protocols, Open Line Systems, Software Defined Networking, APIs, etc
• Sound working knowledge of key business applications that drive service provider network architectures:  Data and Optical Services, Data Center/Cloud ecosystems, fixed line and mobile broadband and triple play architectures.
• Ability to think strategically about new business opportunities
• Capability and experience in Business Value analysis and consulting is a plus
• Able to deal with complex technology issues and present clear, understandable solutions
• Highly effective communication skills (verbal and written) when interacting with both internal and external customers
• Able to communicate a good blend of technology/networking trends, as well as business value of Ciena solutions.
• Effective interpersonal skills that can both persuade and influence decision making and strategic thinking
• Ability to influence internal and external stakeholders in driving Ciena solutions engagements
• Proactive & Effective collaborator
• Strong gravitas and presence
• Highly motivated, a self starter
• Ability to work and operate within a matrix organization
• Collaboration with stakeholders, i.e.:
  • Nominated Account teams – Direct & Partner
  • Product Line Management
  • Strategic Solutions Sales (S3)
  • CTO, SE’s and Architecture
  • Regional and Blue Planet Sales
  • Corporate Marketing
  • Corporate Business and Commercial Operations
  • Corporate Leadership

Minimum Requirement

• Engineering degree or equivalent - with telecommunications, networking or communications systems concentration
• 10+ years in telecommunications industry with solution sales or consulting experience with successful and progressive track record of accomplishment
• Track record of successful packet-optical solution/architectural development engagements
• Good knowledge of key networking technologies (Optical, OTN, Ethernet, MPLS-TP, IP, SDN & NFV) and applications (Mobility, Data Center Networking, IP/Optical architectures, Ethernet services, Automation & Virtualisation, OSS)
• Business acumen and understanding of sales cycle and stage requirements
• Sound command of English language is mandatory, other languages a bonus

• Photonic
• data networking