Account Director - Key Accounts

Requisition Number: 69822

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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.  ​  

How do we do this? With our people. They break through limitations and expectations – not once in a career, but every day. They help move our company, and the world, forward. ​  

​At Corning, there are endless possibilities for making an impact. You can help connect the unconnected, drive the future of automobiles, transform at-home entertainment, and ensure the delivery of lifesaving medicines. And so much more.​   

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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.

iBwave is a global leader at innovating and delivering Solutions that simplifies the lifecycle of converged networks, keeping the world connected. As the driving force behind great in-building & campus outdoor wireless enabling billions of end users and devices, iBwave is the global industry reference. Our software solutions allow for smarter planning, design, and deployment of any wireless network regardless of size, complexity, or technology. Recognized for world-class support in 100 countries, we also offer the industry’s most comprehensive components database and a well-established certification program.

What’s in it for You?

• Shape the Next Phase of iBwave’s Growth: Leverage your sales skills to expand within Key Accounts, exploit untapped divisions, and contribute to a global success story
• Join a Market Leader and Visionary: with consistent YoY growth, an agile culture awarded top employer for the last two years, and the backing of a Fortune 500
• Work with Cutting-Edge Technologies: that are shaping Indoor and Outdoor Convergence impacting billions of end users and devices

ROLE PURPOSE

Reporting to the Sr. Director Sales & Commercial Operations Americas, the Account Director – Key Accounts is responsible for developing and executing a sales strategy to increase the market share within key accounts, fostering strong relationships across customers’ business units (Wireless, Enterprise, and/or & Public Safety) to achieve the global sales objectives. The Account Director will develop Target Account Selling (TAS) plans to maximize sales and margin of iBwave solutions to selected accounts and partners to guarantee the future growth and success of the company. The Account Director would lead coordination of internal resources to achieve financials targets and strengthen customer relationships.

KEY RESPONSIBILITIES

Sales & Strategy:

• Lead the development and execution of the sales strategy for iBwave solutions within assigned Key Accounts to achieve individual sales targets
• Helping your assigned accounts to leverage our solutions to support the successful implementation of their in-building and campus wireless networks. Establish and cultivate relationships with existing and prospective customers across key functional areas, including senior executive engagement
• Analyze existing needs and anticipate future customer requirements while promoting iBwave solutions to meet customers’ initiatives
• Engage in frequent cross-organizational and outside customer contacts to provide solutions to difficult technical or commercial challenges associated with specific projects.
• Pursue actively and close direct sales opportunities with specific strategic target accounts
• Organize Quarterly Business Reviews (QBR) and annual strategic planning sessions with key accounts executives

Leadership and Management:

• Build and maintain Target Account Plans, Opportunities and related activities
• Report key market information to the Sr. Director Sales and Executives
• Identify competitive threats to iBwave in terms of performance, cost, quality or market access
• Use industry knowledge to enhance market position and strengthen customer relationships
• Direct iBwave support functions (Customer Services, Development and Sales Engineering) to meet customer needs
• Participate in internal meetings on sales budgets, forecasts, market analysis, contract management and competitive intelligence
• Achieve objectives while demonstrating the ability to work independently
• Align selling expenses with allocated budget

REQUIRED QUALIFICATIONS

• University business degree or equivalent, bachelor in Telecom Engineering is a plus
• 10-15 years of experience evolving in a sales organization
• Strong commitment, flexibility, drive and high reliability
• Proven ability to build relationships at the Executive level (contact in Wireless, Wireline and Enterprise are an asset)
• Result oriented with Entrepreneurial / Hunting attitude
• Travel might represent more than 40% of the time
• Strong interpersonal skills, with the ability to quickly establish rapport and credibility, influence decision, gain closure, and collaborate within a team structure
• ‘Self-starter’ with initiative, resilience, organization and time management skills
• Must be able to work effectively with minimum supervision
• Language skills: English a must; French or others a plus

Sales Strategy:

• Proven track record of consistently meeting and exceeding objectives
• Expertise in complex sales and solutions selling (TAS)
• Proven interpersonal skills, excellent communicator
• Proficient in Power Point (writing presentations and presenting) and Excel
• Ability to work and lead informal teams
• Proficiency with CRM-based software tools, preferably with Salesforce.com
• Strong business acumen

Technical Skillset:

• Broad understanding and wide application of technical and commercial principles, theories, and concepts in fixed and mobile networks
• Sales Experience in Carrier Networks market (Wireline, Wireless, Enterprise) is a plus 
• Experience with wireless network planning solutions (macro or in-building) is a plus
• Well-founded technical knowledge of Carrier network infrastructure

This position does not support immigration sponsorship.  

The range for this position is $127,295.00 - $175,031.00 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. The benefits available for this position are dependent on hours worked and may include medical, dental, vision, 401(k) plan, pension plan, life insurance coverage, disability benefits, and PTO.

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A job that shapes a life.  

Corning offers you the total package.  

Your well-being is our priority. Our compensation and benefits package supports your health and wellness, financial, and career from day one

• As part of our commitment to your financial well-being, we provide a 100% company-paid pension benefit that grows throughout your career.  We also offer a 401(k) savings plan with company matching contributions.  
• Our health and well-being benefits include medical, dental, vision, paid parental leave, family building support, fitness, company-paid life insurance, disability, and disease management programs. 
• Company-wide bonuses and long-term incentives, align with key business results and ensure you are rewarded when the company performs well – when Corning wins, we all win.     
• Getting paid for our work is important but feeling appreciated and recognized for those contributions motivates us much more. That’s why Corning offers a peer-to-peer recognition program to celebrate success by recognizing colleagues who demonstrate above-and-beyond behaviors.  

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.