Business Development Manager AI/Neocloud - MEA

About the role

Ciena, a global leader in high-speed connectivity, is looking for a Business Development Manager for its AI and neocloud business in the Middle East and Africa. The role combines strategic business development with ownership of named and developing accounts, building executive relationships and creating long-term opportunities across Ciena's optical, routing, automation and network software portfolio.

Key responsibilities

• Develop and execute account plans for named Neoscaler and AI infrastructure accounts.
• Build relationships with founders, CEOs, CTOs, infrastructure leaders and procurement stakeholders.
• Identify and develop opportunities across data-centre interconnect, optical transport, routing and automation solutions.
• Expand existing accounts and identify emerging AI infrastructure operators, sovereign AI projects, next-generation cloud providers and other new entrants.
• Build pipeline through direct engagement, industry events, market intelligence, ecosystem partnerships and early engagement before formal procurement cycles begin.
• Map funding activity, investor relationships and market developments across the AI and digital infrastructure ecosystem.
• Lead virtual account teams, opportunity qualification, account strategy, commercial negotiations and customer presentations across Sales, Systems Engineering, Product Line Management, Services and Marketing.

Required profile

• 5+ years of enterprise technology sales, business development or account management experience.
• Experience selling networking, telecommunications, cloud, infrastructure or data-centre solutions.
• Neoscaler/neocloud market expertise and relationship experience.
• Strong understanding of hyperscalers, cloud providers, colocation operators, telecom providers or infrastructure investors.
• Demonstrated ability to build executive relationships and manage complex sales cycles with multiple stakeholders.
• Proven prospecting and account development capability.

Nice to have

• Optical networking or data-centre networking experience.
• Knowledge of cloud, AI infrastructure or the GPU ecosystem.
• Experience developing relationships with GPU providers, data-centre operators, system integrators, cloud software providers and ecosystem partners.