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Sales Engineer, New England, In-Building Networks

Date: Aug 8, 2019

Location: Bedford, MA, US

Company: Corning

Requisition Number: 37395


Corning is one of the world’s leading innovators in materials science. For more than 160 years, Corning has applied its unparalleled expertise in specialty glass, ceramics, and optical physics to develop products that have created new industries and transformed people’s lives.

Corning succeeds through sustained investment in R&D, a unique combination of material and process innovation, and close collaboration with customers to solve tough technology challenges.

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 of Position: Meaningful technical sales role where you will sell Corning’s end-to-end Optical solutions to Enterprise customers throughout the New England market. Build and execute a territory sales plan, delivering on strategic company priorities, and growing revenue across all product lines. We work with channel partners, contractors, consultants, and end users to further drive product preference for Corning’s comprehensive network solutions. Are you a self-starter, passionate about engineering and have a high level of technical curiosity? Are you dedicated, open to new ideas and recognized for your flexibility to adapt and change?

Key Responsibilities:

  • Meet or exceed sales budgets for all telecommunications products assigned. Operate within assigned selling expense and promotional item budget.
  • Through regular sales calls, generate preference for our products over that of competitors.
  • Ensure a balanced mix of sales call to end users, contractors, cable assembly houses, distributors and consultants.
  • Dedicated to lead to maximum efficiency the NPI contractor program and Consultant EAP Program.
  • Maximize sales calls with primary distributor representatives to improve sales penetration within assigned territory.
  • Provide ongoing training to these distributors to assist them in effectively selling our product solutions.
  • Provide timely call report summaries for all face-to-face meetings & meaningful phone conversations using an assigned CRM System.
  • Maintain and keep current a territory Opportunity Board of all projects valued above $25K in your territory.
  • Submit monthly reports and expense reports to the Regional Manager on time.
  • Maintain proficiency in the use of the personal computer with special emphasis on, Excel, PowerPoint and Word.

Required Skills:

  • Self-starter with strong Solution Selling Capabilities
  • Consultative Communication: Probes for information and crafts a customer discussion.
  • Business Intellect: Understands customer challenges and the overall P&L Statement.
  • Mental Agility: Quickly adapts; can think and react on his/her feet.
  • Organizational Agility: Builds relationships and works effectively within an organization.
  • Collaboration: Shares vital information with key partners to gain dedication.
  • Ability to use to build and maintain a project pipeline and forecasting.
  • Internally motivated and results oriented; strong work ethic
  • Excellent listening skills.
  • Excellent communication skills (written and oral).
  • Ability to set up small and large education programs with a focus on customer needs.
  • Ability to target and prioritize key customers.
  • Successful with time/territory management.
  • Standout colleague

Desired Skills:

  • Familiarity with telecommunications, fiber-optics, & selling through distribution.
  • Understands how Corning’s solutions help tackle customer needs.
  • Excellent organizational skills
  • Highly competitive with ability to share success with team members and Regional Manager.
  • Extraordinary teaching, training and motivational skills with consistent track record.


  • B.S. or B.A. degree required
  • Sales and/or Marketing experience preferred. Other Requirements:
  • Valid driver’s license.
  • Travel required 75%.
  • Work effectively in a team environment with minimum supervision from a home-based office.


This position does not support immigration sponsorship.

We prohibit discrimination on the basis of race, color, gender, age, religion, national origin, sexual orientation, gender identity or expression, disability, or veteran status or any other legally protected status.



We prohibit discrimination on the basis of  race, color, gender, age, religion, national origin, sexual orientation, gender identity or expression, disability, or veteran status or any other legally protected status.

Nearest Major Market: New Bedford