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About the Role
Drive 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 teams as needed to achieve key account objectives and revenue targets. Position requires up to 50% travel and the ability to work effectively in an unstructured environment with minimal supervision.
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 with 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)
Requirements
- 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
- This position does not support immigration sponsorship.
Skills
- SalesForce.Com
- Excel
- PowerPoint
- Word
Location
- Remote
Work Type
- Full-time
Experience Level
- 10 years of experience
Education Level
- Bachelor's Degree
Salary/Compensations
- $151,673.00 - $208,551.00
Benefits
- Company-wide bonuses
- Long-term incentives
- 100% company-paid pension benefit
- Matching contributions to 401(k) savings plan
- Medical
- Dental
- Vision
- Paid parental leave
- Family building support
- Fitness
- Company-paid life insurance
- Disability
- Disease management programs
- Paid time off
- Employee Assistance Program (EAP)
- Recognition program
About the Company
- Corning is one of the world’s leading innovators in glass, ceramic, and materials science.
- Our technologies push the boundaries of what’s possible.
- 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.
Equal Opportunity
- We prohibit discrimination on the basis of race, color, gender, age, religion, national origin, sexual orientation, gender identity or expression, disability, veteran status or any other legally protected status.
- Corning is committed to providing equal employment opportunities and considers requests for reasonable accommodations in accordance with applicable laws.
- Individuals with disabilities or sincerely held religious beliefs may request reasonable accommodations to participate in the application or interview process, perform essential job functions, or access other benefits and privileges of employment.
- To submit a request for reasonable accommodation related to disability or religion, please contact us at accommodations@corning.com.