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Wireless Territory Sales Manager, Mid-Atlantic

Date: Aug 19, 2019

Location: Manassas, VA, US

Company: Corning

Requisition Number: 36069


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 are directly responsible for the funnel of wireless products within the territory you support. Those with a strong hunting instinct will thrive in the role and will bring to bear their skill set to engage senior leaders in information technology and convey the value of converged infrastructure and in building wireless. In working to develop and close your funnel of opportunities, you will collaborate with internal team members such as Carrier and Enterprise sales as well as external partners like Distributors and Systems Integrators. We require you to have both sales and technical expertise in areas like in-building cellular, LAN, WLAN, and cabling. Behind the Territory Sales manager lies Corning’s highly technical design, field and installation engineers as well as sales development and creative marketing teams providing you the resources required to be successful selling solutions to the business, healthcare, federal, hospitality and education markets. 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?


  • Dedicated to uncovering new customers who need in building cellular, wireless or converged network solutions
  • Strong initiative to partner with internal sales makers to ensure that all pre and post sales customer needs are met.
  • Utilize dynamic internal and external organizations who can help find opportunities for Wireless solutions.
  • Present and demonstrate wireless/converged network solutions and Corning value propositions to both channel partners (VAR, reseller, etc) and external customers (Enterprise End user)
  • Partner with Sales Engineers to close Wireless/Converged Network opportunities to end users through Consultants, Distributors, VARs and Integrators (channels)
  • Collaborate with Enterprise Solutions Engineers to improve and maximize cross sell of other Corning products and services as well as to minimize channel conflict and improve teamwork
  • Self-starter who can achieve your assigned sales territory’s quota
  • Generate an Annual Sales Plan with metrics and provide quarterly progress to Sales Director
  • Oversee Wireless Marketing Initiatives to ensure success in each territory
  • Actively engage Corning Sales Engineers in all significant opportunity developments
  • Utilize to document all sales activities, contacts, and opportunity forecasts- update in real time.
  • You will carry quota for your individual sales territory as well as team level and company level objectives; strong work ethic

Travel: Domestic travel up to 70%. Residency within territory assignment required

Hours: Full-time, 40 hours/week+

Experience and Desired Skill Sets:

  • 5 to 10 years proven experience in channel or direct sales with successful track record of meeting and exceeding quota.
  • LAN, WLAN, or Distributed Antenna Systems (Wireless) Industry product and application knowledge preferred.
  • Desired subject matter expertise in some or all of the following: IP/MPLS/Network Services, Network Infrastructure, Passive Optical Networks, Fiber Optic Communications, Network Convergence, DAS, Wifi and/or Wireless LAN
  • Strong analytical skills
  • Passion for guiding and mentoring others
  • Ability to craft a vision and inspire change


  • Bachelor's Degree strongly preferred; Equivalent industry experience will also be considered


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