Job DescriptionWe are seeking a talented and experienced sales leader to join Coherent Corp as a Sr. Sales Strategic Account Director. In this role, you will play a vital part in developing and executing sales strategies for a major hyperscale customer, ensuring their success and satisfaction. Your expertise will be instrumental in driving revenue growth and maintaining strong relationships with this key account.
Primary Duties & ResponsibilitiesStrategic Account Leadership
- Develop and implement strategic account plans for Oracle to drive revenue growth, profitability, and long-term partnership.
- Establish and nurture strong relationships with senior executives, engineering leaders, and procurement teams at the customer organizations.
- Align Coherent's product offerings with Oracle's current and future needs, ensuring a consultative, value-added approach..
Sales and Business Development
- Own the sales pipeline for Oracle, managing the entire sales cycle from opportunity identification to deal closure.
- Collaborate with internal teams to create competitive proposals that balance customer value with Coherent's profitability.
- Exceed quarterly and annual revenue and growth targets for these key accounts.
Customer Advocacy
- Act as the primary point of contact and trusted advisor for customer stakeholders.
- Represent customer feedback internally to influence product development, operations, and support initiatives.
- Ensure high levels of customer satisfaction by addressing issues promptly and proactively.
Cross-Functional Collaboration
- Work closely with Coherent's product management, engineering, and marketing teams to deliver tailored solutions.
- Facilitate deep technical engagement between Coherent and customer engineering teams to drive innovation and design wins.
- Coordinate with other sales leaders to ensure alignment on strategic goals and shared opportunities.
Team Development and Leadership
- Mentor and guide junior account managers or support staff working on Oracle.
- Foster a culture of excellence and continuous improvement within the account management team.
Market Intelligence and Reporting
- Monitor and report on market trends, competitive activity, and customer strategies in the cloud services and optical networking space.
- Provide regular updates to the SVP of Sales for Communications on account performance, opportunities, and challenges.
Education & ExperienceBachelor's degree in Engineering, Business, or a related field (MBA or advanced technical degree preferred).
- 15+ years of account management or sales experience, with a strong focus on optical networking, telecommunications, or related technology sectors.
- Proven success in managing and growing large, complex accounts, ideally with CSPs such as Oracle.
- Deep understanding of optical networking solutions, including coherent optics, DWDM, and data center interconnect technologies.
- Familiarity with CSP infrastructure strategies and procurement processes.
Skills- Exceptional relationship-building, negotiation, and communication skills, particularly at the executive level.
- Strategic thinker with strong analytical skills and the ability to translate insights into actionable plans.
- Demonstrated ability to lead cross-functional teams and manage complex customer engagements.
- Strong organizational and time management skills.
- Ability to achieve results independently or working with others.
- Ability to handle multiple priorities involving external and internal priorities.
- Ability to excel in a cross-organizational, cross cultural, global team environment.
- Ability to travel extensively within the region.
- Experience with CRM, Word, Excel, Outlook, PowerPoint, Email, SAP.
Working ConditionsNormal Office Conditions
Physical Requirements- Must be able to remain in a stationary position, often standing or sitting for prolonged periods
- Must be able to communicate clearly and effectively with others to exchange information
- Constantly operates a computer and other office equipment
- Must be able to travel
Safety RequirementsAll employees are required to follow the site EHS procedures and Coherent Corp. Corporate EHS standards.
Quality and Environmental ResponsibilitiesDepending on location, this position may be responsible for the execution and maintenance of the ISO 9000, 9001, 14001 and/or other applicable standards that may apply to the relevant roles and responsibilities within the Quality Management System and Environmental Management System.
Responsibilities- Lead and manage sales strategies for a strategic hyperscale customer, ensuring alignment with their business goals and objectives.
- Develop and maintain a deep understanding of the customer's business, industry trends, and competitive landscape.
- Build and nurture strong relationships with key decision-makers and stakeholders at the customer's organization.
- Collaborate with cross-functional teams to ensure seamless execution of sales plans and customer satisfaction.
- Analyze customer data and market trends to identify new business opportunities and develop innovative solutions.
- Prepare and deliver accurate revenue forecasts, ensuring timely and transparent communication with internal stakeholders.
- Oversee the development and implementation of sales collateral, proposals, and presentations tailored to the customer's needs.
- Manage and mentor a high-performing sales team, providing guidance and support to drive their success.
- Ensure compliance with company policies, procedures, and ethical standards in all sales activities.
Qualifications- Bachelor's degree in Business, Sales, or a related field; Master's degree preferred.
- Minimum 10 years of experience in sales leadership, with a proven track record of success in the data center industry.
- Demonstrated expertise in developing and executing strategic sales plans for large, complex accounts.
- Strong understanding of the hyperscale customer's business and industry dynamics.
- Excellent communication, presentation, and negotiation skills, with the ability to influence and build relationships.
- Analytical mindset with the ability to interpret data and make data-driven decisions.
- Experience working with cross-functional teams and managing diverse stakeholders.
- Ability to travel as required for customer meetings and industry events.
- Strong leadership skills and a track record of mentoring and developing high-performing sales teams.
- Proficiency in using CRM systems and sales enablement tools.
Note to recruiters and employment agencies: We will not pay for unsolicited resumes from recruiters and employment agencies unless we have a signed agreement and have required assistance, in writing, for a specific opening.
