Market Development Analyst

Scope of Position:
Plans and implements the market development of DC application spaces for Enterprise Networks.  The role will focus on driving commercial success in the early stages of the Corning Optical Communication’s (COC) Discovery and Stage Gate development processes specifically in support of the DC market segments.  Other duties will include technical sales support for the DC at global accounts and hyper-scales, as well as maintaining relationships with assigned technology vendors (Brocade, Juniper, etc.).

Day to Day Responsibilities:
• Develop an understanding for the size of new opportunities for COC in the DC market.  This will involve developing a deep understanding for current and future customer needs by practicing rigorous Voice of Customer (VOC) methods.  Additionally this will involve meeting with and gathering Voice of Technology Vendor (VOT) for road mapping and applying this information to develop future DC solutions.  Creation of these solutions will involve defining requirements for solution innovations that provide value to the end customer and potentially the technology vendor, while maximizing revenue and profit for COC.
• Deep involvement in the Optical Connectivity Solutions (OCS) road mapping process, to provide input gathered from Technology Vendors, to help drive the development of innovative short and long term solutions.  This will involve working with Product Line Management (PLM) to develop product/solution road maps (5 year plans).
• Enter customer problems and ideas generated from above activities into the Discovery Data Base for tracking, and business opportunity evaluation.  Evaluate opportunities with Discovery Manager to determine next course of action.
• Work closely with PLM to initiate Technology Development Projects, by helping to perform the Project Profile Workshop (PPW) and to write the Stage Gate document.
• Provide input to the DC Market Strategy from a product/solution development perspective.
• Coordinate closely within the Market Development/Program Management team especially with Discovery and Pipeline Managers, as well as adjacent Market Managers.  Coordinate with Strategic Marketing, PLM, Marketing, Technology, Sales, Global Account Management, etc. as necessary to accomplish functions.
• Transition new product/solution innovations to the Marketing, with PLM 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, in order to position CCS for long term growth.
• Effectively communicate activities and opportunities within the organization.  Job requires regular reporting throughout organization.
• Assist in prioritizing opportunities within the entire portfolio of Enterprise Network Projects.
 

Required Qualifications:
• 4-Year degree in a technical field, or equivalent experience.
• 3+ years of experience in data center design and/or customer interface. 2+ years of experience in product management or working with technology development organizations.
• Proven ability to self-manage and prioritize multiple tasks in an efficient, focused manner.  
• Ability to collaborate to solve problems/develop solutions.  Ability to influence people outside the organization to meet deadlines.
• Technical curiosity for engagement with customers and technology vendors to gain understanding of systems and problems to be solved.
• Excellent verbal and written communications skills.  Must work well with a variety of functions.  Garner trust and collaborative work efforts.
• Advanced PC skills with standard software:  Word, Excel, Lotus Notes, PowerPoint, and SharePoint.
• Must be fluent in English, both written and oral.
• Exceptional attention to detail.
• Ability to manage a process to demanding timelines.
• Ability to comprehend technical requirements.

Desired Qualifications:
• Familiarity with the 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 CCS products.
• Familiarity with regular customer interface and major account management.
• Knowledge of IP Networks and Storage Area Networks.
• Hands-on and/or Design experience with CCS Enterprise Networks Solution set.
• Knowledge of basic fiber optic theory, products, and installation methods.
• Ability to lead and drive initiatives/projects to completion.
• Ability to interface with multiple departments/organizations in order to execute project plans.
• Knowledge of stage gate product development processes and use of Discovery Database.
• Knowledge of Private Networks Commercialization Process.

Travel Requirements: 25+% including international