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Global Account Manager, Data Center Strategic Accounts (Northern, California)

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Date: Jun 3, 2021

Location: California, CA, US

Company: Corning

Requisition Number: 47238


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 sales of all Corning Optical Communications’ products to a key global hyperscale data center account. Develop and execute a joint sales and access (marketing /technology) plan for assigned account that can be successfully executed across geographic boundaries including NAFTA, EMEA, APAC and Latin America. Lead and motivate account/program team to achieve established revenue and performance goals within assigned account


Territory to be covered for this position to include global customer locations, and the position will be based in Northern California. Position will require as much as 50% travel and able to work effectively in an unstructured environment with minimum supervision from a home-based office


Key Responsibilities

  • Meet or exceed sales target for all optical and copper products associated with assigned account
  • Develop, document, implement and track global account plan for assigned account, present progress updates to senior management as directed
  • Operate within assigned selling and expense budget. Identify, analyze and execute on global opportunities with a coordinated Sales/Marketing/Technology effort within Corning OC
  • Serve as “owner” of the commercial strategy for key account, and develop strong relationships with key customer decision makers globally
  • Develop a Senior Management contact plan to leverage relationships at the highest levels
  • Handle the buying process within strategic account to create a preference for Corning OC’s products
  • Lead and run program team and contract employees who are active within various aspects of the business
  • Complete all management responsibilities related to supervising the account/program team
  • Apply critical thinking and lead global execution effort to grow the business and meet or exceed assigned revenue and performance targets
  • Ensure that we are in sync with our key manufacturing teams and partners within the account
  • Form, lead and influence indirect teams to coordinate global selling efforts and meet account objectives
  • Provide Weekly Call Reports and Monthly Status Reports documenting progress; input weekly forecast data as required
  • Ensure full utilization of the SalesForce.Com CRM and Altify account planning software tools
  • Develop and maintain a thorough understanding of COCs’ global data center business to recognize opportunities and provide accurate forecasts
  • Be perceived by strategic customer as a technical consultant, problem solver and business key partner
  • Develop a working knowledge of the challenges facing our strategic account and how Corning can help them meet those challenges
  • Provide regular feedback to Corning Market Development and Marketing groups regarding market/technology trends, product and market opportunities, competitive information, pricing, etc.
  • Provide input to refine 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 of Corning OC as an elite supplier
  • Understand and live the Corning Values

Required Experience/Education

  • BA or BS from an accredited 4-year institution required, will consider equivalent experience
  • Strong strategic thinking skills with documented experience
  • Familiarity with Global Hyperscale DC, IT Service Provider and Co-Location DC business models
  • Minimum ten (10) years Telecom experience with focus on sales required
  • 5 years of experience as Sales Engineer within Corning Optical Communications or equivalent
  • Experience with developing new business within large global customers
  • Strong knowledge of Commercial customers and practices
  • Knowledge of Fiber-optic infrastructure products
  • Special emphasis on SalesForce.Com, Excel, PowerPoint and Word

Desired Skills:

  • MBA or equivalent degree is strongly preferred
  • Experience leading a sales and/or program team is preferred
  • International experience highly desirable

Soft Skills:

  • Motivate teams and drive indirect reports to achieve positive results
  • Excellent interpersonal skills, habits and follow-up
  • Strong oral and written presentation skills


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.