Requisition Number: 79035
Our Optical Communications segment has recently evolved from being a manufacturer of optical fiber and cable, hardware and equipment to being a comprehensive provider of industry-leading optical solutions across the broader communications industry.This segment is classified into two main product groupings - carrier network and enterprise network. The carrier network product group consists primarily of products and solutions for optical-based communications infrastructure for services such as video, data and voice communications. The enterprise network product group consists primarily of optical-based communication networks sold to businesses, governments and individuals for their own use.
Role PurposeDrive engagements, develop business opportunities and maximize sales of Corning Optical products to datacenter OEM accounts and other accounts. Develop and execute account strategies. Lead and motivate multi-functional program team as needed to achieve key account objectives and revenue targets.
Position will require as much as 50% travel and must be able to work effectively in an unstructured environment with minimum supervision.
Key Responsibilities- Develop deep knowledge of account needs & challenges, as well as structure & key influencers
- Develop a deep understanding and ability to clearly articulate value proposition in accordance to the account's needs and challenges and be able to sell Corning value
- Be prepared to work on early-stage accounts but also manage existing accounts and be able to speak effectively to senior executives to junior buyers to solicit purchase orders
- Map out ecosystems and be able to sell into the ecosystem to derive and sell Corning value
- Be perceived by accounts and their ecosystem partners as a problem solver and business partner
- Apply strategic thinking and lead global execution efforts to grow the business and meet or exceed key objectives and targets
- Develop and drive global account strategy, with a coordinated Sales / Marketing / Technology / Operations effort within Corning OC. Form, manage and influence indirect teams to coordinate selling efforts and meet account objectives
- Serve as "owner" of the commercial strategy for the accounts and key ecosystem partners, while developing strong relationships with key customer decision makers
- Develop and orchestrate a Senior Management contact plan to leverage relationships at all levels
- Manage the buying process within the account and key ecosystem partners to create a preference for Corning OC's products and solutions
- Present progress updates to senior management on a regular basis
- Ensure full utilization of the SalesForce.Com CRM account planning software tools
- Provide regular feedback to peer groups regarding market/technology trends, product and market opportunities, competitive information, pricing, etc.
- Convey the highest level of professionalism in behavior and appearance, and help fulfill all customer expectations of Corning OC as a World Class supplier
- Work closely with the Data Center Business Unit to pursue opportunities with hyperscalers (Meta, Microsoft, Oracle, Google)
Required Education- Bachelor's Degree from an accredited 4-year institution in an Engineering related discipline
- Knowledge of optical fibers, optics and connectivity products, with high level of familiarity with datacenter and/or telecom optical networking
- Ten (10) years datacom/telecom experience with focus on business development or sales
- Experience developing new businesses within large global customers
- Strong strategic thinking skills with documented experience
- Strong knowledge of Corning commercial operations and practices
- High level of proficiency with SalesForce.Com, Excel, PowerPoint and Word
Desired Experiences- MBA or equivalent degree, strong business acumen
- Engineering or technical degree
- Experience as a Sales Engineer, Account Manager, Business Development or Product Line Manager or relevant technical position within Corning Optical Communications
- Experience managing a sales and/or program team
- Ability to lead multiple projects and opportunities to grow our business with the target account and their key ecosystem partners
This position does not support immigration sponsorship. The range for this position is $168,593.00 - $231,816.00 assuming full time status. Starting pay for the successful applicant is dependent on a variety of job-related factors, including but not limited to geographic location, market demands, experience, training, and education.
A job that shapes a life. Corning offers you the total package. Your well-being is our priority. Our compensation and benefits package supports your health and wellness, financial aspirations, and career from day one.
- Company-wide bonuses and long-term incentives align with key business results and ensure you are rewarded when the company performs well. When Corning wins, we all win.
- As part of our commitment to your financial well-being, we provide a 100% company-paid pension benefit with fixed contributions that grow throughout your career. Combined with matching contributions to your 401(k) savings plan, Corning's total contributions to your retirement accounts can reach between 7% and 12% of your pay, depending on your age and years of service.
- Our health and well-being benefits include medical, dental, vision, paid parental leave, family building support, fitness, company-paid life insurance, disability, disease management programs, paid time off, and an Employee Assistance Program (EAP) to support you and your family.
- Getting paid for our work is important, but feeling appreciated and recognized for those contributions motivates us much more. That's why Corning offers a recognition program to celebrate successes and reward colleagues who make exceptional contributions.
