Commercial Technology Specialist, AWS

Role Purpose

The Commercial Technology Specialist role will be part of the Data Center Business Unit (DCBU).  The primary function is driving new innovations within the target DCBU accounts which provide value to the end user through our value vectors of speed of deployment, labor savings, safety/risk reductions, and sustainability.  Working closely with the commercial account teams, this role is the primary liaison between customer engagements and Corning’s technology organization.  The customer engagement activities would involve an in-depth understanding of network switch architecture along with cabling solutions deployed to support the architecture.  Routine engagement within the account is required to identify both current pain points with existing designs, along with inflection points in the architecture created from new applications or network speeds.  Those discussions will lead into the need for new products to support the account.  Working closely with the Product Line Management (PLM) organization, Commercial Technology will spearhead activities required to support the account such as defining prototype request, issuing an IPP request (Market and Product requirements Documents along with NPV), and supporting validation field trials. 

Key Responsibilities

• • Detailing customer specific ISP and OSP network requirements and leveraging Corning cabling solutions to support those architectures.
  • Identify and analyze customer problems and pain points through routine engagements within assigned accounts.
  • Identify potential inflection points in network design which allow for innovation.
  • Working closely with sales and customers to drive adoption of new solutions to include supporting critical field-trials and customer qualification processes
  • Ensure multifunctional cross-division collaboration in the discovery/ideation and solution selection process (Solutions Innovation, PLM, COC Technology, S&T etc.)
  • Work with Solutions Innovation team to engage DCBU customers with innovation ideas which could be outside the immediate planning horizon of the end user.
  • Develop an understanding for the size of new opportunities for COC within the DCBU account.  This will involve developing a deep understanding for current and future customer needs by practicing rigorous Voice of Customer (VOC) methods.  
  • Work closely with PLM to initiate Technology Development Projects, by helping to perform the Project Profile Workshop (PPW).
  • Transition new product/solution innovations to COC Marketing, with PLM support, to prepare for commercialization of the product/solution.  This would involve presenting the product strategy, features, benefits, and value of the solution to the customer.
  • Participate in initial commercialization meetings where product marketing strategy and “roll out” type is determined.
  • Understand and track the current and future customer and competitive landscape as well as the threats of new technology substitution, to position COC for long term growth.

Required Education 

• A bachelor's degree in a relevant field such as engineering, computer science, business, or a related discipline
• At least 2-3 years working in the Data Center Cabling infrastructure industry.
• Customer-Centric Approach: Excellent customer engagement mindset with the goal of building trust through open conversation and a display of subject mastery.  Capability to identify and discuss customer needs and pain points effectively.
• Technical Curiosity and Aptitude: That desire to understand at a fundamental level and not willing to settle for surface level details. 
• Analytical Logic: Ability to take complex applications and break them down to smaller building blocks of logic which can be put back together to easily communicate the larger picture in a simplistic manner; not being overwhelmed by complexity.
• Driver Mentality: Proven ability to lead an engagement effort by taking leadership role to define problem, identification of next steps, and follow-through to conclusion.  Wired to look for engagement, rather than participate when engaged.
• Cross-Functional Collaboration: Ability to work collaboratively with cross-functional teams, including engineering, marketing, and sales, to drive innovation projects to success. 
• Communication: Excellent communication skills, both written and verbal, to present ideas, project updates, and innovation strategies effectively.
• Problem-solving: Proficiency in identifying complex problems and devising effective solutions.

Desired Experiences

• Familiarity with the Hyperscale Data Center Market and the dynamics associated with a complex business model.
• Technical aptitude to understand Technology Vendors terminology, architectures, and how their products interface with COC products.
• Knowledge of basic fiber optic theory, products, and installation methods.
• Ability to interface with multiple departments/organizations to execute project plans.