Global Director, Commercial Management - Blue Planet

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.

Global Director, Commercial Management - Blue Planet, a division of Ciena Primary Location: Hanover, MD/Atlanta, GA (Americas); London, UK (International), minimum 2 days per week How You Will Contribute

• Collaborate with Regional Sales Leaders to develop and execute sales strategies and metrics for Americas and International regions.
• Partner with sales teams and stakeholders to create innovative commercial and pricing strategies that address customer challenges.
• Review RFPs and contracts for financial implications, negotiating solutions to overcome deal blockers.
• Support customer negotiations on contractual documents and pricing, representing Blue Planet’s leadership goals on pricing and structuring.
• Guide regional Commercial Managers in analyzing and presenting deals for approval.
• Serve as the global subject matter expert for Blue Planet policies, operational processes, and governance, ensuring compliance and required approvals.
• Partner with Product Line Management (PLM) to review and approve service and product descriptions, drive operational initiatives, and recommend pricing adjustments.

The Must Haves

• 10+ years of experience in business, finance/accounting, or contracting and negotiation.
• Proven ability to build strong business partnerships with exceptional interpersonal, communication, and presentation skills.
• Expertise in contract negotiation, preferably within the software/SaaS industry.
• Bachelor’s degree in finance or business-related field.
• Proficiency in working with sales leadership and tools such as quoting systems and CRM platforms.
• Experience in driving scale and automation into quoting and front-end processes is highly preferred.

Nice To Haves

• Strong understanding of Blue Planet technologies, solutions, and strategies.
• Familiarity with revenue recognition and forecasting processes.
• Ability to influence business processes to support growth in a rapidly evolving product and software environment.
• Adaptability, flexibility, and a problem-solving mindset to navigate dynamic challenges.
• Collaborative approach to creating commercial constructs with PLM and sales teams.
• Experience in reviewing pricing/discount strategies and assigning margins collaboratively with PLM and accounting teams.

Pay Range: USD 156,300 - 219,700 Join Blue Planet, a division of Ciena, and contribute to shaping innovative solutions that address customer challenges while driving business growth. Be part of a dynamic, global team dedicated to making an impact in a rapidly evolving software environment.

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.