Account Manager

Role Purpose

This role is established to drive revenue growth and deepen customer intimacy for Corning’s Packaging & Wafers (P&W) businesses within the advanced packaging industry, serving as the primary commercial and technical interface between strategic semiconductor customers and Corning's internal cross-functional teams. The role simultaneously assumes both account manager and applications engineer responsibilities, owning end-to-end commercial accountability while providing on-the-ground applications engineering expertise to customers across the China region. By integrating account ownership with applications engineering expertise, the role ensures customer technical requirements are precisely aligned with Corning's product capabilities, accelerating design-in qualification, maximizing sales performance, and identifying new growth opportunities that strengthen P&W’s market position in China

Key Responsibilities

• Plan, execute, and manage end-to-end sales activities for Packaging & Wafers products across assigned accounts in China, delivering budgeted sales targets and profitability goals.
  Develop and execute a multi-year account strategy to enhance Corning's value-add to customers and maximize account impact through targeted relationship development, opportunity identification, and partnership initiatives.
• Serve as the primary commercial and technical point of contact for key semiconductor customers across Tier 1, Tier 2, and Tier 3 accounts, cultivating strong relationships with Procurement, R&D, Engineering, and Manufacturing stakeholders.
• Maintain frequent customer engagement to continually assess Corning's effectiveness in meeting customer needs, balancing the priorities of both parties to maximize account penetration and long-term retention.
• Deliver hands-on applications engineering support to customers, including specification negotiation, design-in qualification, technical presentations, and resolution of product quality issues.
• Collaborate closely with cross-functional partners, including Pricing, Manufacturing, Engineering, and Product Line Management, to develop quotations, pricing proposals, and negotiate favorable agreements aligned with global commercialization strategies.
• Identify, qualify, and develop new product and application opportunities by analyzing market segments, the competitive landscape, customer requirements, and key buying factors to pursue profitable opportunities for current and next-generation products.
• Collect and share market, customer, and competitor intelligence to inform sales, marketing, and technical strategies, as well as demand forecasting processes.
• Provide timely market insights, customer intelligence, and pipeline updates to regional leadership, proactively flagging significant issues and risks.
• Translate the voice of the customer into actionable inputs to shape new product and capability roadmaps.
• Manage selling expenses within established budgets and represent Corning professionally at customer sites, industry events, trade shows and during regional and overseas travel as required.

Experiences/Education - Required

• Bachelor's degree (BS or BA) in Engineering, Optics, Materials Science, Physics, or a related technical discipline; MBA is a plus.
• Minimum 6+ years of progressive commercial and/or applications engineering experience, ideally in advanced packaging or semiconductor industries
• Demonstrated experience managing key accounts and supporting design-in or qualification processes with semiconductor customers.
• Proven experience working in a matrixed multinational organization with cross-regional collaboration.
• Track record of delivering sales results, identifying new growth opportunities, and contributing to strategic account or program execution.

Required Skills

• Demonstrated ability to independently organize, prioritize, and manage time, budget, and competing priorities within a matrixed organization to deliver results.
• Strong commercial acumen with proven experience in account management, market analysis, and business process execution.
• Solid technical foundation enabling effective applications engineering support, including specification negotiation, design-in processes, and translating product properties into customer value propositions.
• Project management experience with the ability to coordinate cross-functional initiatives across Sales, Engineering, Manufacturing, and R&D.
• Professional presentation, verbal, and written communication skills suitable for engaging senior external customers and internal leadership.
• Strong interpersonal skills and ability to form productive relationships with peers, leadership, and customers.
• Willingness and ability to travel frequently within China region.

Soft Skills

• Experience working with international teams – sensitive to cultural differences among customers and team members
• Establish direction and create commitment – involves others to gain commitment to overall business direction
• Ability to build and maintain effective relationships with internal cross-functional teams and customers