Commercial Manager

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.

The Commercial Manager shapes and executes commercial strategy across the GCN Region, helping Ciena improve profitability, protect cash flow, manage risk, and enable sustainable growth. This senior commercial role leads complex, high-value, and non-standard matters from initial assessment through executive approval, customer negotiation, implementation, and final resolution. The position serves as a trusted advisor to regional leadership and cross-functional teams, applying financial acumen, commercial judgment, and contractual expertise to drive timely, durable decisions.

How you will make an impact:

• Lead and manage commercial activities for GCN customers, translating regional growth, profitability, cash, and risk objectives into deal strategies and execution priorities.
• Lead complex, strategic, and high-value opportunities, including maintenance and services renewals, new business, multi-year arrangements, non-standard commercial structures, and material customer escalations.
• Drive complex commercial matters to closure by defining issues, aligning stakeholders, evaluating alternatives, establishing decisions and owners, managing escalations, and maintaining accountability through final resolution.
• Develop and assess financial models, business cases, and scenario analyses covering revenue, gross margin, cost, cash flow, working capital, investment requirements, revenue recognition, and long-term financial exposure.
• Set pricing and negotiation strategies, lead commercial review of customer contracts and amendments, identify and quantify material risks, and establish mitigation, contingency, and escalation plans.
• Provide data-driven recommendations to regional and executive leadership and lead cross-functional teams across Sales, Finance, Legal, Services, Operations, Product Line Management, Tax, and other functions to deliver executable commercial solutions.
• Establish regional pricing frameworks, approval thresholds, commercial playbooks, and governance standards; monitor business and deal performance; lead process improvements; represent the region in senior reviews; and provide commercial guidance to colleagues.

The must haves:

• Education: Bachelor’s degree in Finance, Accounting, Business, Economics, or a related field, or equivalent relevant experience.
• Experience: 10+ years of progressive experience in commercial management, finance, business operations, deal governance, pricing, or contract management, including substantial responsibility for complex, high-value transactions in a global or matrixed organization.