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Multi-Tenant Data Center Account Manager, East

Date: Aug 9, 2019

Location: Washington, DC, US

Company: Corning

Requisition Number: 37407


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:
Meaningful role where you will improve the sales of all Corning Optical Communication’s products to the key Multitenant Data Center (MTDC) accounts identified as strategic. Execute a joint sales and access (marketing /technology) plan for assigned accounts that can be implemented across geographic boundaries including NAFTA, EMEA, APAC and Latin America.  Are you a self-starter, passionate about engineering and have a high level of technical curiosity?  Are you dedicated, open to new ideas and recognized for your flexibility to adapt and change?

Key Responsibilities:

  • Meet sales budget for all optical infrastructure products associated with assigned accounts
  • Operate within assigned selling and expense budget. Identify, analyze and execute on global, strategic opportunities with a coordinated Sales/Marketing/Technology effort within Corning OC
  • You will demonstrate expertise in MTDC, IT Service Provider and Enterprise DC business models
  • Serve as “owner” of the commercial strategy for key accounts, and develop positive relationships with key decision makers within each client account
  • Develop a Senior Management contact plan to bring to bear relationships at the highest levels
  • Manage the buying process at each strategic account to build a preference for Corning OC
  • Apply critical thinking to develop account plans and ultimately grow the business
  • Lead and coordinate the development of revenue generation and customer incentive programs
  • Provide regular feedback to Corning OC Marketing group re: pricing, market/technology trends, product and market opportunities, value proposition and content development needs
  • Ensure that we are in sync with our key channel partners also engaged in pursuing the accounts
  • Form and manage indirect teams to coordinate global efforts and meet account objectives
  • Provide Weekly Call Reports and Monthly Reports documenting progress; input weekly forecast
  • Ensure full utilization of the SalesForce.Com tool by your team and other Corning OC employees.
  • Develop and maintain a deep understanding of the MTDC and ecosystem business to recognize opportunities and provide accurate forecasts
  • Be perceived as both a problem solver and a professional partner
  • Serve as a consultant to our strategic customers and our distribution partners as necessary
  • Develop a working knowledge of the challenges facing our strategic MTDC accounts and how Corning OC can help them meet those challenges
  • Provide input into the refinement of component and solutions value propositions
  • As field representatives of Corning OC, ensure that you convey the highest level of integrity in behavior and appearance and help to fulfill all customer expectations as a best-in-class supplier

Skill and Knowledge Requirements:

  • Minimum five (5) years Telecom experience required
  • Territory covered to include Global MTDC Account locations
  • Position requires 50% travel
  • Work effectively in an unstructured environment
  • BA or BS from an accredited 4-year institution or equivalent
  • MBA or equivalent degree is strongly preferred
  • Familiarity of Global MTDC DC IT business models
  • Experience with developing new business with large global customers
  • Ability to motivate teams and drive indirect reports
  • Excellent listening skills, habits and follow-up
  • Strong oral and written presentation skills
  • International experience helpful
  • Strong knowledge of Commercial customers and practices
  • Special emphasis on SalesForce.Com, Excel, PowerPoint and Word


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: Washington DC