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Sales Development Manager

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Date: Jan 14, 2023

Location: Charlotte, NC, US, 28216

Company: Corning

Requisition Number: 57780

 

Corning is vital to progress – in the industries we help shape and in the world we share.

We invent life-changing technologies using materials science. Our scientific and manufacturing expertise, boundless curiosity, and commitment to purposeful invention place us at the center of the way the world interacts, works, learns, and lives.

Our sustained investment in research, development, and invention means we’re always ready to solve the toughest challenges alongside our customers. 



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.

If you are seeking an opportunity to lead and motivate a team of global Sales Development Reps (SDR), this opportunity is for you! Corning Optical Communications is seeking an experienced leader capable of driving performance across a growing team of SDRs, globally.

 

The Sales Development team is part of Corning Optical Communications’ division marketing organization strategically positioned at the intersection of marketing initiatives, and the global sales organization. Ultimately, the SDR team is responsible for growing pipeline, qualifying, and converting marketing-generated prospects, uncovering opportunities, and growing pipeline and bookings for the field sales team – and the SDR manager will be responsible for enabling the team to meet these objectives daily, quarterly, and annually.

 

The SDR manager will support the team operationally, by ensuring that all sales development supported marketing initiatives are managed and handed off to SDRs on-time, and through the correct Salesforce process. Additionally, you will coach and mentor the team, help develop sales skills, and assist in overcoming objections and challenges. You will also work closely with the Manager of Demand Generation Operations to ensure strategic alignment between the overall marketing and sales organization, and the activities executed by the SDRs. Furthermore, you will have latitude to work with marketing leadership to affect successful outcomes – if a campaign is not yielding results, you are expected to be a problem solver.

 

We are metrics-driven, but not everything we do is quantified by a KPI. You are expected to pivot when needed, and support business, sales, and marketing as exciting initiatives arise or deemed critical. In general, success of this role is measured by:

  1. Team response to inbound inquiries (SLA On-Time %)
  2. Rate of Prospects (Pre-MQL) qualified and converted to Qualified Prospects
  3. Team Pipeline Creation (as a measure of Stage 0 Opportunities converting to Stage 2+)
  4. Operational Excellence, procedure adherence, and reporting excellence
  5. Motivate team to achieve a minimum number outbound tactics (# Calls, # Emails, # of LinkedIn touchpoints)
  6. Facilitation of Conversion of Pipeline to Revenue (%)

 

Key Responsibilities

Work with the Manager of Demand Generation Operations to ensure campaign effectiveness:

  • Collaborate with marketing and sales on the development of targeted campaigns and initiatives
  • In lockstep with the campaign strategy, ensure the team executes on outbound cadences while providing feedback

Conversion of Qualified Prospects to Stage 0 Opportunities from Marketing to Sales:

  • Ensure the team effectively calls on Prospects and campaign members by adding them into a specific cadence in Salesforce with the intent of qualifying them further, converting them to Stage 0 Opportunities, planning a meeting, and handing off to sales
  • Track and ensure the Opportunities handed off by the SDR team are managed on time and that they are progressing along the buying journey

Partner closely with Sales and Sales Leaders to establish account-based targeting, prospecting, and cold-calling targets to grow regional sales’ team pipeline:

  • Interface directly with field sales teams and carve out account and contact targeting with clearly identified objectives
  • Work closely with the field to identify gaps, build account maps, and provide resources to help them break into accounts
  • Respond quickly and timely to requests made by the field for data requests such as account and contact lists, opportunity research, and other ad-hoc needs

Become a highly proficient Salesforce user:

  • Master all prescribed processes for managing call cadences, prospects, accounts, and activities
  • Effectively utilize the technology resources provided, such as Marketo, Salesforce, DiscoverOrg, LinkedIn Sales Navigator, GovWin, Construct Connect. and more
  • Be a critical data steward by ensuring record completeness, correct logging and tracking, and diligently monitoring dashboards

 

Qualifications

  • 4+ years of inbound/outbound sales prospecting or field sales (or any combination) including following up with both warm leads while being comfortable cold calling
  • Bachelor’s degree required
  • Prior experience in a telecommunication-based sales role is required
  • Knowledge of telecommunications markets and the role of fiber optics in their networks is required
  • Demonstrate natural leadership qualities that indicate experience, or, readiness, to take on a leadership role
  • Must demonstrate the ability to think critically and adapt quickly when interfacing with prospects
  • Demonstrated experience setting and achieving goals, generating pipeline and effective conversion to revenue
  • Strong communication skills and outstanding persuasive ability
  • Educational background in engineering or sales/communications is strongly preferred

 

Job Location: 

Charlotte, NC

 

This position does support immigration sponsorship.

 

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. Please contact us to request accommodation.


Nearest Major Market: Charlotte