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Global Account Manager, Hyperscale Strategic Accounts

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Date: Sep 20, 2021

Location: California, CA, US

Company: Corning

Requisition Number: 46987

 

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
Maximize the sales of all Corning Optical Communication’s products to the key global accounts identified as strategic. Execute a joint sales and access (marketing /technology) plan for assigned accounts that can be implemented across geographic boundaries including NAFTA, EMEA, APAC and Latin America. Position will have 3 direct reports and preferred work location in the Bay area (CA).

 

Key Responsibilities
•    Meet sales budget for all telecommunications products associated with assigned accounts
•    Operate within assigned selling and expense budget. Identify, analyze and execute on global, strategic opportunities with a coordinated Sales/Marketing/Technology effort within Corning OC
•    Familiarity of Global Hyperscale DC, IT Service Provider and Co-Location DC business models
•    Serve as “owner” of the commercial strategy for key accounts, and develop strong relationships with key decision makers within each client account
•    Develop a Senior Management contact plan to leverage relationships at the highest levels
•    Manage the buying process at each strategic account to create a preference for Corning OC’s products
•    Apply strategic thinking to develop account plans and ultimately grow the business
•    Ensure that we are in sync with our key channel partners also engaged in pursuing the accounts
•    Form and lead indirect teams to coordinate global efforts and meet account objectives
•    Provide Weekly Call Reports and Monthly Reports documenting progress; input weekly forecast data
•    Ensure full utilization of the SalesForce.Com tool by your team and other Corning OC employees.
•    Develop and maintain a thorough understanding of the Enterprise Networks global business to recognize opportunities and provide accurate forecasts
•    Be perceived by our strategic customers as both a problem solver and a professional partner.
•    Serve as a consultant to our strategic customers, our distribution partners and any other stakeholders as necessary
•    Develop a working knowledge of the challenges facing our strategic, global accounts and how Corning OC can help them meet those challenges
•    Provide regular feedback to Corning OC Marketing group re: pricing, market/technology trends, product and market opportunities, etc.
•    Provide input into the refinement of component and solutions value propositions
•    As field representatives of Corning OC, ensure that you convey the highest level of professionalism in behavior and appearance and help to fulfill all customer expectations as a World Class supplier

 

Education, Skill and Knowledge Requirements:

•    BA or BS from an accredited 4-year institution or equivalent

•    (5) years Telecom experience required
•    (3) years of experience as Sales Engineering within Corning Telecom Business
•    Territory covered to include Global Strategic Accounts and should be located in California
•    Position requires 50% travel
•    Work successfully in an unstructured environment with minimum supervision from a home-based office

•    Developing new business in large global customers

•    Motivate teams and drive indirect and direct (3) reports

•    Excellent interpersonal skills, habits and follow-up
•    Strong oral and written presentation skills
•    Solid understanding of Commercial customers and practices
•    Knowledge of Fiber-optic infrastructure products
•    Special emphasis on SalesForce.Com, Excel, PowerPoint and Word

 

Desired Skills/Education:

•    MBA or equivalent degree is strongly preferred

•    Familiarity of Global Mega DC IT business model
•    International experience highly desirable
 

 

Are you ready for an exciting career with Corning Inc? Apply today!

 

This position does not support work authorization 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 will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation.

 

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.

 

We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation.