Applications Engineer (AE) - Enterprise Networks

Requisition Number: 68448

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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.

Purpose Statement:

This incumbent will be responsible for generating business from Datacenter and LAN segments of the Structured Cabling Market for the India region

Principal Accountability:

This incumbent shall focus on pre-sales and post-sales support on Enterprise Datacenters and Local Area Networks and work closely with End customers, System Integrators and Consultants in India region. Also, she/he shall address end customers in other neighboring countries too based on the need. Building contacts and growing relationships in partner, consultant network would be a parallel important activity.  

Job Role:

• She/he should be a technically sound and commercially inclined professional who will be serving as a Technology/Product/Solution consultant.
• Need to be a technical orchestrator for an array of Corning resources for ensuring successful completion of projects in the field.
• Provide technical information & design guidance to system integrators, customers, consultants & internal sales teams in accordance with industry’s best practices and Corning LAN/DC solutions.
• Provide implementation guidance to system integrators, customers & consultants in accordance with industry’s best practice and Corning LAN/DC solution.
• Collaborate with the Account Manager on the customer account plan(s), jointly ensuring customer success.
• Educate customers on Corning’s differentiations and establish the brand preference to Corning.
• Be an expert across solutions preferably within a multi-domain architecture approach.
• Build relationships with engineering teams, field teams, architecture teams, business units (BUs), partners and customers.
• Be actively involved in developing & growing the business for Corning’s Enterprise Solutions for India region.
• Make and deliver effective and result oriented presentations on Corning Enterprise Solutions including Datacenters & LAN to partners, consultants, and end customers
• Identify & develop system integrators and consultants to cover the region and end customers
• Ensure proper and adequate training for self to keep abreast of information and technology trends
• Arrange and organize EBC (Executive briefing center) & Plant tour for system integrators, Consultants & End Customers
• Set short term and long-term goals regarding partner and customer trainings, product knowledge upgrade.
• Work with senior management in providing regular market news, feedbacks, inputs and new ideas related to organic and inorganic business growth.
• Maintain the high position and reputation that Corning has in the market for its solutions, products, services, and business ethics.
• Coordinate and work with the Corning’s Enterprise Team and Cross function teams for expected and effective results.
• Help & coordinate with Application Engineers in reviewing customer specifications and proposals and prepare written response and/or counterproposals in both narrative and drawing format.
• Maintain close relationship with Application Engineers, other business managers, PLMs, marketing product specialists, and subject matter experts.
• Assist & Ensure any AR (Account receivables)

Knowledge, Skills & Experience Required:

• Bachelor of Engineering degree or equivalent
•  Excellent written, oral communication, listening skills.
•  Min 3-5 years of pre-sales and post-sales experience in technical position.
• Sound knowledge of the Enterprise market and information on both business and technology trends.
• Willingness to travel frequently at short notice.
• RCDD/CCNA/CCNP and/or other equivalent level technical qualifications will be an added advantage