Global Account Manager

Requisition Number: 69302

The company built on breakthroughs. ​  
Join us.​                                      

Corning is one of the world’s leading innovators in glass, ceramic, and materials science. From the depths of the ocean to the farthest reaches of space, our technologies push the boundaries of what’s possible.  ​  

How do we do this? With our people. They break through limitations and expectations – not once in a career, but every day. They help move our company, and the world, forward. ​  

​At Corning, there are endless possibilities for making an impact. You can help connect the unconnected, drive the future of automobiles, transform at-home entertainment, and ensure the delivery of lifesaving medicines. And so much more.​   

​Come break through with us.  

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.

Role Purpose

Drive technical engagements and maximize sales of Corning Optical products to a strategic global datacenter OEM account including associated ecosystem partners.  Develop and execute account strategy to be successfully implemented across geographic boundaries including NAFTA, EMEA and APAC. Lead and motivate multi-functional program team as needed to achieve key account objectives and revenue targets. The territory to be covered for this position will include global customer and partner locations.  Position will require as much as 50% travel and must be able to work effectively in an unstructured environment with minimum supervision.

Key Responsibilities

• Develop deep knowledge of account needs & challenges, as well as structure & key influencers
• Develop a deep understanding and ability to clearly articulate value proposition in accordance to the account’s needs and challenges
• Apply strategic thinking and lead global execution efforts to grow the business and meet or exceed key objectives and targets
• Develop and drive global account strategy, with a coordinated Sales / Marketing / Technology / Operations effort within Corning OC. Form, manage and influence indirect teams to coordinate global selling efforts and meet account objectives
• Serve as “owner” of the commercial strategy for the account and key ecosystem partners, while developing strong relationships with key customer decision makers
• Develop and orchestrate a Senior Management contact plan to leverage relationships at all levels
• Manage the buying process within the account and key ecosystem partners to create a preference for Corning OC’s products and solutions
• Present progress updates to senior management on a regular basis
• Ensure full utilization of the SalesForce.Com CRM account planning software tools 
• Provide regular feedback to peer groups regarding market/technology trends, product and market opportunities, competitive information, pricing, etc.
• Convey the highest level of professionalism in behavior and appearance, and help fulfill all customer expectations of Corning OC as a World Class supplier
• Understand and live the Corning Values

Required Education

• Bachelor’s Degree from an accredited 4-year institution
• Knowledge of optical fibers, optics and connectivity products, with high level of familiarity with datacenter and/or telecom optical networking
• Minimum ten (10) years datacom/telecom experience with focus on business development or sales 
• Minimum of 5 years of experience as a Sales Engineer, Product Line Manager or relevant technical position within Corning Optical Communications
• Experience developing new businesses within large global customers
• Strong strategic thinking skills with documented experience
• Strong knowledge of Corning commercial operations and practices
• High level of proficiency with SalesForce.Com, Excel, PowerPoint and Word

Desired Experiences

• MBA or equivalent degree, strong business acumen
• Engineering or technical degree
• Experience managing a sales and/or program team
• International experience in a technical business domain
• Ability to lead multiple projects and opportunities to grow our business with the target account and their key ecosystem partners

This position does not support immigration sponsorship.  

The range for this position is $94,281.00 - $129,637.00 assuming full time status. Starting pay for the successful applicant is dependent on a variety of job-related factors, including but not limited to geographic location, market demands, experience, training, and education. The benefits available for this position are dependent on hours worked and may include medical, dental, vision, 401(k) plan, pension plan, life insurance coverage, disability benefits, and PTO.

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A job that shapes a life.  

Corning offers you the total package.  

Your well-being is our priority. Our compensation and benefits package supports your health and wellness, financial, and career from day one

• As part of our commitment to your financial well-being, we provide a 100% company-paid pension benefit that grows throughout your career.  We also offer a 401(k) savings plan with company matching contributions.  
• Our health and well-being benefits include medical, dental, vision, paid parental leave, family building support, fitness, company-paid life insurance, disability, and disease management programs. 
• Company-wide bonuses and long-term incentives, align with key business results and ensure you are rewarded when the company performs well – when Corning wins, we all win.     
• Getting paid for our work is important but feeling appreciated and recognized for those contributions motivates us much more. That’s why Corning offers a peer-to-peer recognition program to celebrate success by recognizing colleagues who demonstrate above-and-beyond behaviors.  

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. To request an accommodation, please contact us at accommodations@corning.com.