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Director, IBN Wireless Sales - West

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Date: Apr 16, 2019

Location: Los Angeles, CA, US

Company: Corning

Requisition Number: 36613


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.

Scope of Position:
As the Director, you are responsible for sales of Corning’s in-building wireless solutions to Carrier and Enterprise customers within your assigned region. Those with demonstrated sales leadership skills and a strong hunting instinct will thrive in the role. You and your team will go to market with Corning’s Carrier Wireless and Enterprise LAN sales teams to develop and close a pipeline of opportunities. We engage with channel partners, including distributors and systems integrators, to bring to bear relationships with senior leaders in information technology convey the value of fiber optic infrastructure and in-building wireless. You will be required to have both sales and deep understanding in subjects like in-building cellular DAS, small cells, Wi-Fi, LAN architectures and structured cabling. Corning’s highly respected engineering services and market development teams provide you the resources and key technical support to be successful selling solutions to commercial office, healthcare, federal, hospitality and education markets.

Are you a self-starter, passionate about technology and possess a high level of technical curiosity? Are you dedicated, open to new ideas and recognized for your flexibility to adapt and change?


  • Lead a regional sales team of Sales Managers to build and win opportunities for in-building wireless and fiber optic networking solutions.
  • Build and nurture technical and business relationships within wireless carriers and third party in-building wireless operators to position and sell Corning in-building wireless and connectivity solutions.
  • Engage with key channel partners: consultants, distributors, re-sellers and systems integrators to drive preference and new business for Corning in-building wireless and fiber optic networking solutions.
  • Align your team with Corning’s enterprise LAN sales team to improve and maximize cross-selling and to identify and close opportunities, while coordinating closely to minimize channel conflict and improve teamwork
  • Manage your team to achieve your assigned quota; passionate about mentoring your team.
  • Strong work ethic to partner with internal teams to ensure that all pre and post sales customer needs are met.
  • Use industry trade groups and organizations who can help find opportunities for wireless solutions.
  • Represent Corning at conferences and seminars.
  • Craft an annual sales plan with metrics and provide quarterly progress to the VP, In-Building Wireless
  • Collaborate with marketing to build and deploy campaigns and incentive offerings.
  • Lead your sales team in the use of to document all sales activities, contacts, and opportunity forecasts- update in real time. You will carry quota for your national sales team, as well as team level and company level objectives.

Travel: Domestic travel up to 70%; Residency within the Pacific Time Zone is required

Hours: Full-time, 40 hours/week+

Experience and Desired Skill Sets:

  • 5 years proven sales management experience in wireless applications with a successful track record of meeting and exceeding quota
  • 10-15 years proven experience in channel or direct sales with successful track record of meeting and exceeding quota.
  • Network of executive relationships in information technology within commercial real estate, hospitality and healthcare.
  • Extensive in-building Distributed Antenna Systems (Wireless DAS) industry product and application knowledge.
  • Deep knowledge selling some or all of the following: Distributed Antenna Systems (DAS) solutions and equipment, Wireless Radio Access Network (RAN) solutions and equipment, IP/MPLS/Network Services, Network Infrastructure, Passive Optical Networks, Fiber Optic Communications, Network Convergence, Wi-Fi and/or Wireless LAN


  • Bachelor’s degree required-prefer business, engineering, or related industry
  • MBA preferred


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.


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.

Nearest Major Market: Los Angeles