Technical Sales Leader, Enterprise Networks (NSW & ACT)

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.

Position Description:

The position of Technical Sales Leader, Enterprise Networks – NSW & ACT market region (MR) is responsible for delivering business outcomes for Corning and its Customers within the MR. An integral member of the Australia and New Zealand team, this role represents a challenging but rewarding opportunity for an energetic team player who has the ability to work independently. 
 

Roles & Responsibilities:

• Provide technical (systems engineering) support to Corning GTM partners and customers.
• Drive business growth by leveraging expert product, industry and customer knowledge to develop new business opportunities in Corning GTM model. 
• Promote Corning’s brand and values within industry, channel and customer base. 
• Engage with Market development/PLM to identify target markets and customers for Corning’s product portfolio. Provide feedback on market dynamics and trends. 
• Identify, engage and collaborate with consultants, sales channel and execution partners
• Provide regular progress reports vs plan
• Other duties as required.

Requirements:

i    Context/Environment: Corning play a major part in the digital infrastructure, cloud and connectivity ecosystem worldwide. Corning’s Enterprise and Cloud solutions enable our customers to deliver content to their customers at scale, securely at light speed. We’re growing in the ANZ region and have created a new role to support that growth.

ii    Knowledge, Skills & Experience Required:

• Proven track record in providing technical sales engineering support to deliver above target sales and revenue performance in the IT/Cloud/Enterprise space. 
• Ability to work independently at a remote location; driven, organised
• Intimate understanding of the cloud ecosystem, and how to exploit opportunity in hyperscale, government, natural resource sector and private enterprise
• A recognised expert in in optical fibre infrastructure solutions in Data Centre design.
• Engaging with our customers is critical, you need to be able to travel (interstate) when required 
• At least 8-10 years’ experience in the IT, telecommunications, or defence technology industry.
• A university degree preferably in Engineering or Business Administration or an associated technical discipline. 
• You’ll be able to author the technical sales plan for the region, articulate that to leadership, stakeholders and deliver it.
• You will have built a productive network across the industry and be recognised as a solver of problems.

iii    Key Success Factors:

• Excellent communication, persuasion, and assertiveness skills at all levels with both internal and external customers.
• The ability to create solutions to customer challenges leveraging Corning’s technology
• Disciplined approach to business development and management in line with divisional policies and procedures.
• Strong negotiation and problem-solving skills.
• Ability to work on multiple tasks with limited supervision.
• Display social maturity and willingness to handle extraordinary workload.

iv    Working Relationships:
Internal: 

• Peer group of technical sales resources and market business development teams
• Country Leader, ANZ
• Colleagues of other functions in COC Australia; Customer care, logistics, finance
• Global Account Leaders

External:

• Customers; technologists, solution architects, business owners
• Sales channels/partners
• System integrators/Installation partners
• Property developers