Federal Account Manager

Requisition Number: 71574

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Corning is one of the world’s leading innovators in glass, ceramic, and materials science. From the depths of the ocean to the farthest reaches of space, our technologies push the boundaries of what’s possible.  ​  

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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:

Maximize the sales of Corning’s end-to-end Optical solutions to the Federal Intelligence Community market. Build and execute an account sales plan for named accounts, deliver on strategic company priorities, and increase revenue across all product lines. Work with channel partners, federal integrators, consultants, and end users to further drive product preference for Corning’s Optical Communications Network solutions.

Key Responsibilities:

• Meet annual sales budget and increase share for Corning’s Optical Cable and Connectivity within assigned accounts.
• Operate within assigned T&E expense budget while conducting in person meetings, attending industry events, and utilizing Corning’s marketing collateral.
• Identify, analyze and execute on global, strategic opportunities while documenting them in CRM to provide a product level forecast to Corning’s Product Management team.
• Maintain strong relationships within the assigned accounts, becoming both a trusted partner and problem solver.
• Develop a Senior Management contact plan to expand upon existing relationships and engage within the accounts at the highest levels.
• Leverage relationships, our global supply chain footprint, and the value of Corning’s solutions to expand in areas of the business we are not currently involved in.
• Ensure that we are in sync with our key channel partners and pursuing new business in the accounts.
• Provide a quarterly forecast to Sales Leadership and the Product teams to ensure capacity aligns with demand.
• Participate in Quarterly Business reviews with our Distribution and Installer partners.
• Utilize CRM to document account maps, opportunities, and strategic activities.
• Manage relationships with the certified Installers who do work in the Intelligence community.
• Be perceived by our strategic customers as both a problem solver and a professional partner.
• Serve as a consultant to on their designs and collaborate with Corning’s Engineering Services team for support.
• Learn what challenges these strategic accounts are facing and align Corning’s Internal teams around solving those challenges.
• Provide regular feedback to COC Marketing group re: pricing, market/technology trends, product and market opportunities, etc.
• Provide input into the refinement of component and solutions value propositions.

Skill and Knowledge Requirements:

• Minimum 4 years Telecom Sales experience OR on the job experience installing fiber optic infrastructure in military
• Position requires 30% travel in the DC Metro area
• Must be able to work effectively in an unstructured environment with minimum supervision from a home-based office in the DC Metro areas
• Strategic thinker and able to relay technical concepts to internal and external customers 
• Ability to motivate and drive indirect teams
• Excellent communication skills, habits and follow-up
• Strong oral and written presentation skills
• Special emphasis on SalesForce.Com, Excel, PowerPoint and Word

Desired Skills: 

• BA or BS from an accredited 4 year institution 
• Experience with Consultive Selling/Business Issues Selling 
• Strong knowledge of fiber optic solutions, the Telecommunications market, and the Federal procurement process 

This position does not support immigration sponsorship.  

The range for this position is $94,281.00 - $129,637.00 assuming full time status. Starting pay for the successful applicant is dependent on a variety of job-related factors, including but not limited to geographic location, market demands, experience, training, and education. 

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A job that shapes a life.  

Corning offers you the total package.  

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. To request an accommodation, please contact us at accommodations@corning.com.