Commercial Manager

Location: Atlanta

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.

Application of P&L analysis, financial modeling, pricing, margin optimization, cost accounting, cash-flow and working-capital assessment, revenue recognition, forecasting, and business-case development.

Experience reviewing, interpreting, and negotiating complex commercial contracts and connecting contractual provisions to financial, operational, and customer outcomes.

Record of independently leading ambiguous, cross-functional, or high-risk issues from discovery through decision, execution, and verified closure, including identifying material risks, quantifying exposure, evaluating alternatives, and making recommendations under time pressure and with incomplete information.

Application of executive-level stakeholder influence, analytical and critical-thinking methods, negotiation, problem-solving, written and verbal communication, disciplined governance, transparency, and management of multiple strategic priorities within tight deadlines.

Advanced use of Microsoft Excel and PowerPoint to build decision-grade analyses and executive-ready materials, with ability to travel as required within the GCN Region.

Nice to haves

• Education: MBA or another relevant advanced degree.
• Certifications: CPA or CMA.
• Experience in the technology, telecommunications, networking, or professional services sector.
• Experience with global customers, multi-country transactions, services contracts, and complex commercial or operating models.
• Background in the GCN services portfolio, regional market dynamics, and related go-to-market models.
• Experience developing commercial governance frameworks, pricing playbooks, or scalable process improvements.
• Demonstrated measurable impact on revenue growth, profitability, cash flow, risk reduction, or operating effectiveness.

Pay range

The annual salary range for the position is: 102,400 - 163,600 USD.

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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.