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Sr. Sales Engineer

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Date: Aug 1, 2022

Location: Corning, NY, US, 14831

Company: Corning

Requisition Number: 53196


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.


Scope of Position:

Senior Sales Engineer is responsible for managing sales and technical support at assigned key optical fiber accounts within the Optical Fiber and Cable organization. Responsible for developing long-term relationships with a portfolio of assigned customers, connecting with key business executives and stakeholders. Liaise between customers and cross-functional internal teams to ensure timely and successful delivery of our solutions according to customer needs.


Required Education / Experience:

  • Bachelor's Degree
  • 2+ Years of experience in commercial operations/technical support (preferred experience in Optical Fiber/Optical Communications)


Travel Requirements:

  • 10-15% meeting with key internal and external contacts


Hours of work:

  • Hours are flexible, but position requires 45+ hours per week


Typical responsibilities: 

  • Meets assigned targets for profitable sales volume and strategic objectives at assigned accounts
  • Operate as the lead point of contact for any and all commercial and technical matters specific to assigned customers.
  • Build and maintain strong, long-lasting customer relationships. Develop a trusted advisor relationship with key accounts, customer stakeholders and executive sponsors
  • Develop, negotiate and manage Long Term Supply Agreements with key accounts.
  • Work with cross-functional team, including product line, pricing, legal and commercial management to develop agreements that provide win/win solutions.
  • Respond to functional and technical elements of RFIs/RFPs
  • Ensure the timely and successful delivery of optical fiber solutions according to customer needs and objectives.
  • Communicate clearly the progress of monthly/annual initiatives to internal and external stakeholders
  • Analyze existing and anticipated customer requirements to help identify and grow opportunities within customer base.
  • Collaborate with internal product line teams to ensure growth initiatives.
  • Lead resolution with high severity requests or issue escalations as needed.
  • Provide applications engineering support as required for internal initiatives and projects 
  • Provide commercial representation on various internal OFC product/process projects as needed


Required Skills: 

  • Proven sales/technical support or other relevant experience
  • Demonstrated ability to communicate, present and influence credibly and effectively at all levels of the organization.
  • Experience in delivering customer-focused solutions based on customer needs while balancing and achieving internal goals and initiatives
  • Proven ability to manage multiple projects/actions at a time while paying strict attention to detail
  • Excellent listening, negotiation, and presentation skills
  • Excellent verbal and written communications skills
  • Technical knowledge and understanding of optical communications
  • Strong interest in strategic thinking and analytical problem solving
  • Self-motivated and willing to accept challenges


Desired Skills:

  • Experience in optical communications
  • MBA preferred


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, 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: Corning