Share this Job

Sales Development Representative

Apply now »

Date: Oct 14, 2021

Location: Charlotte, NC, US, 28216

Company: Corning

Requisition Number: 49702

 

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.

 

If you are inspired by dynamic environments and having access to world-class tools, platforms and technology, then this opportunity is for you.

 

The Sales Development Representative (SDR) is part of the OCO marketing team and reports directly to the Manager of Sales Development / Lead Process & Demand Generation. While the role sits in the marketing organization, it is positioned strategically on the cutting edge of sales technology and marketing initiatives. Ultimately, the SDR is responsible for growing pipeline, qualifying, and converting marketing-generated prospects, uncovering opportunities, and setting meetings for the field sales team – but we accomplish this like no other sales development model. At Corning Optical, The SDR is positioned as a critical touchpoint in highly targeted initiatives developed in partnership with sales, marketing and market development with access to first-rate tools and resources designed for successful phone, email, and social interactions. By strategically communicating with and nurturing prospects over time, the SDR will ultimately facilitate opportunity creation while ensuring that the sales organization has a consistently developed pipeline. This role is so much more than hitting “dial next record” on your CRM tool. The SDR will own a piece of the strategy and will have an input in the design and implementation of outbound campaigns and cadences.  Since you will have a strong voice you will also be responsible for successful outcomes – if a call campaign is not yielding results, you are expected to be a problem solver.

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

 

  1. Expeditious response to inbound inquiries (SLA On-Time %)
  2. Rate of Prospects (Pre-MQL) qualified and converted to Qualified Prospects
  3. Pipeline Creation (as a measure of Stage 0 Opportunities converting to Stage 2+)
  4. Operational Excellence (not everything we do fits perfectly within a prescribed process. For the tasks that do, we measure your operational efficiency as a rate at which process is yielded, ensuring there is no funnel leakage, activities are tracked in SFDC correctly, and cadences are measurable).
  5. Achievement of minimum outbound tactics (# Calls, # Emails, # of LinkedIn touchpoints)
  6. Conversion of Pipeline to Revenue

 

*Metrics will be both Individual and Team based

 

Key Responsibilities:

 

Be an integrated touchpoint in targeted marketing campaigns:

  • Collaborate with marketing and sales on the development of targeted campaigns and initiatives
  • In lockstep with the campaign strategy, execute on outbound cadences and provide improvement input
  • Facilitate the engagement of connected prospects and qualify them for sales readiness
  • Provide feedback to the campaign team to impact results

Manage the handoff of Qualified Prospects and Stage 0 Opportunities from Marketing to Sales:

  • Call 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, setting a meeting, and handing off to sales
  • Track and ensure the Opportunities handed off 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 monitoring dashboards diligently.

 

Qualifications

 

  • 2+ years of inbound/outbound sales prospecting to include following up with warm leads while being extremely comfortable cold calling
  • Prior experience in a telecommunication-based tele-sales role is highly-preferred
  • Knowledge of telecommunications markets and the role of fiber optics within their networks is also highly-preferred, or, a demonstrated ability to quickly learn and become knowledgeable in communications networks
  • Be a self-starter with natural inclination to research the answers to topics they don’t know or understand
  • Must demonstrate the ability to critically think and adapt quickly when interfacing with prospects
  • Ability to master customer-specific messaging, intros, pitches, and strategic probing. Ability to surmount and manage objections effectively
  • Must be coachable and open to feedback, disciplined, high-energy, self-motivated, persuasive, confident, adaptable, competitive and ambitious
  • Strong communication skills and outstanding ability to write persuasive emails and social posts a must
  • Educational background in engineering or sales/communications is strongly preferred

 

Other Job Requirements

  • Bachelor’s degree required
  • 2 weeks of domestic travel per year
  • Valid driver’s license
  • Must pass both a drug test and background check
  • Strong desire for a career in Sales or Marketing
  • General willingness to relocate to another region in the US for a future position as a Field Sales Engineer

 

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