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The APAC Channels & Technical Marketing Manager

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Date: Nov 6, 2022

Location: Shanghai, SH, CN, 201807

Company: Corning

Requisition Number: 58486


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.


Major Roles and Responsibilities
•    Define and own the APAC distribution marketing plan & NPI program marketing plan, including strategy development and execution of the plans.
•    Align all distribution marketing activities & NPI program marketing activities to establish Corning Optical Communications as the trusted partner of distributors & contractors/installers.
•    Create and offer marketing kits, sales tools and internal joint marketing programs for both distributors and NPI members.
•    Provide leadership and create and run marketing strategic distribution & contractor/installer initiatives.
•    Collaborate and coordinate with Regional Sales Directors to negotiate, create, support and implement the distributor & NPI marketing activities, including:
o    Co-branded campaigns
o    Joint customer events
o    Annual channel partner conference
o    Corning branded giveaways and literature
o    Incentives & promotions at the distributor branch level
o    Product showcases
o    Online campaigns / Co-branded ads
•    Coordinate with Applications Engineering Managers in each country to define and execute the distribution & NPI training programs, both online and in-person.
•    Train and onboard new channel partners to be familiarized with our Corning solutions and various training resources.
•    To possess adequate product and technical knowledge to engage the community.
•    Defines the Distributor Project Registration Program, and supports Business Operations in the day to day management of the program.
•    Leads implementation of distributor & NPI online portal tools, supported by IT and Business Operations.
•    Build relationships with core distributors & NPI members to stay connected to opportunities and market dynamics.
•    Execute and administer the primary activities of the APAC NPI program, including:
o    Provide support to Sales Directors and NPI program members on questions related to program requirements, operation and status.
o    Maintain contact/status information in for NPI members.
o    Process warranty registrations.
o    Generate reporting using and Excel, including quarterly Metrics reports.
o    Maintain training records for NPI members.
o    Assist/take the lead on process automation and program enhancements, including any needed documentation.
o    Manage projects in Workfront to create any necessary program content (printed literature, web & social media content, videos, etc).
o    Serve as the APAC marketing representative for the global Channel & Marketing Programs team.  
•    Maintain and continue to grow a comprehensive understanding of the fiber optic industry in general as well as Corning Optical Communications’ products and solutions, their applications and value to customers.

Education and Experience:
•    BS/BA or equivalent degree, MBA preferred
•    At least seven (7) years of prior marketing experience
•    Experience working with, or for, distribution companies operating in a B2B environment

Additional Requirements:
•    Fluency in both English and Mandarin
•    Ability to generate creative solutions to open-ended problems, with only 40-70% of desired data available
•    Personal initiative to effectively coordinate projects involving multiple stakeholders with minimal supervision
•    Ability to use spreadsheets and databases as problem-solving tools
•    Keen analytical and decision-making capabilities
•    Proven organizational and time management skills
•    Competency in, Excel, PowerPoint and Word
•    Prior experience with marketing automation platforms (e.g. Marketo, HubSpot, Eloqua, etc) is a plus
•    Proven interpersonal skills
•    Understanding of sales processes and ability to be customer facing
•    Ability to work in a global remote team environment
•    Strategic account and strategic marketing planning skills
•    Desire to initiate new customer engagements 
•    Flexible and extended work hours may be required during weeks when major events and activities are taking place