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.
At Ciena, this role serves as a strategic commercial partner shaping how complex customer opportunities are structured, governed, and successfully closed across the Americas. The Advisor, Commercial Management plays a critical role in balancing competitiveness, profitability, and compliance while enabling Sales and Services teams to deliver high-impact outcomes for customers. This position offers broad exposure across the business, influence at senior levels, and the opportunity to lead the commercial strategy behind some of Ciena’s most complex product and services engagements.
How you will make an impact:
- Lead commercial strategy and governance for complex product and services opportunities across the Americas region
- Partner with Global Customer Engagement (GCE) teams to structure competitive, profitable, and compliant deals
- Serve as a subject matter expert for the Opportunity Management Process (OMP), ensuring adherence to commercial governance standards
- Drive pricing, margin, business case modeling, and risk mitigation strategies to support high-quality deal outcomes
- Lead and support commercial negotiations in collaboration with Sales, Services, Finance, and Legal
- Provide executive-ready business analysis packages supporting informed decision making
- Mentor and support the development of junior Commercial Management team members
The must haves:
- Bachelor’s degree in Business, Engineering, or a related field
- 8+ years of progressive experience in commercial management, business management, finance, contract management, or related roles
- Proven experience leading commercial strategy and negotiating complex customer contracts
- Strong understanding of Profit and Loss (P&L) drivers, cash flow dynamics, and revenue recognition principles
- Advanced financial modeling and commercial analysis capabilities
- Demonstrated ability to influence cross-functional stakeholders without formal authority
- Experience working closely with Sales and customers in a technology or telecommunications environment
Nice to haves:
- Master of Business Administration (MBA)
- Experience supporting solutions-based or services-oriented commercial engagements
- Familiarity with Bid+ (internal deal management system), Customer Relationship Management (CRM) platforms, and Power BI analytics
- Background partnering with Product Line Management (PLM) and Services organizations
- Experience providing commercial insight at executive leadership levels
- Comfort operating in fast-paced environments with shifting priorities
- Willingness to travel and support flexible work schedules as business needs require
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Pay Range:
The annual pay range for this position in US is $102,400– $163,600.
The annual pay range for this position in Canada is C$92,400– $147,600.
Pay ranges at Ciena are designed to accommodate variations in knowledge, skills, experience, market conditions, and locations, reflecting our diverse products, industries, and lines of business. 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.
