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Business Development Analyst

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Date: Jul 16, 2022

Location: Charlotte, NC, US, 28216

Company: Corning

Requisition Number: 55937


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 the Position:

Further market adoption of Corning Optical Communications connectivity solutions and technology within in-building networks applications through thought leadership, technical sales support, channel development, and training. Maximize the sales of Corning IBN solutions within the identified key vertical markets. Identify and develop new customers and channels for IBN solutions. Execute a joint sales and access (marketing /technology) plan for assigned vertical markets that can be implemented across geographic boundaries. Advance Corning’s position IBN applications through the identification and participation in market and technology trends, enabling the evolution of our IBN portfolio – including SD-LAN, remote power, and connectivity solutions. Develop partner ecosystem and drive end user demand within specified vertical markets. For all verticals, work with ecosystem partners (consultants, integrators, GCs, complimentary OEMs) to drive acceptance and adoption of FttE architecture; with the purpose of creating advocates to become force multipliers in the vertical. Determine best fit of technology to meet business and technology needs for customers. Create a systematic approach that can be scaled across the nation that will result in opportunities to be nurtured and closed by IBN sales team.


Day to Day Responsibilities:

  • Drive preference and demand all IBN solutions within identified key verticals
  • Ensure Corning commercial success in all IBN applications by driving the adoption of Corning solutions, demonstrating internal and external thought leadership, and by providing consultative and technical support throughout the selling process.
  • Identify, analyze and execute on strategic opportunities in a coordinated effort with the IBN sales teams
  • Attend conferences and events to network and represent COC as a thought leader in the space – specifically around Fiber to the Edge networks
  • Identify new customers and become the valued partner of choice
  • 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.
  • Develop deep technical/business relationships with strategic customers and become both a problem solver and a trusted advisor
  • Provide regular feedback to Market Development and Marketing teams with regards to pricing, market/technology trends, product and market opportunities, etc. to better position IBN to meet customer requirements
  • As field representatives of Corning Optical Communications, ensure that you convey the highest level of professionalism in behavior and appearance and help to fulfill all customer expectations of Corning as a world class supplier.


Education & Experience:

  • BA or BS from an accredited 4-year institution in Business or Engineering or equivalent
  • Minimum of 10 years' experience in the Telecommunications industry


Required Skills:

  • Technical knowledge - strong understanding of FttE networks and SD-LAN principles; familiarity with Core LAN solutions
  • Specific understanding of trends involving convergence within in-building networks
  • Application knowledge - Understanding of how to apply feature set values of FttE to customers' business needs
  • Familiarity with physical infrastructure in communications networks
  • Understanding of the competitive environment impacting in-building networks
  • Skilled at customer engagement
  • Familiarity with solution development coupled with a consultative customer engagement
  • Ability to motivate teams and drive indirect reports
  • Excellent presentation skills for both virtual and in-person settings
  • Communication skills - must be adept at both written and oral communication to be effective with both internal and external audiences. Comfortable addressing all levels of an organization from engineering/planning levels to C-levels
  • Excellent communication skills, habits and follow-up
  • Special emphasis on SalesForce.Com, Excel, PowerPoint and Word


Travel: 50% travel required


Remote Option available


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, 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.

Nearest Major Market: Charlotte