Technical Sales Manager, Enterprise Networks

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.

Location to be hired: Kuala Lumpur, Malaysia

Purpose Statement:

Maximize sales of Corning Optical Communications (COC) products to Enterprise customers within the assigned territory in a team environment. Work across application engineering, supply chain and after sales support with end users, consultants, contractors, and distribution partners to position COC fiber optic solutions. 
 

Key Responsibilities:
•    Meet or exceed sales targets.
•    Characterize customer business goals, objectives, and problems effectively.
•    Structure value propositions utilizing innovations and differentiated solutions. 
•    Ensure a balanced mix of engagements with end users, contractors, distributors, and consultants.
•    Manage NPI contractor program in territory.
•    Coordinate joint sales calls with distributor representatives to maximize sales penetration.
•    Train channel partners to effectively sell Corning Optical Communications' products.
•    Provide timely documentation of engagements and maintain a project pipeline in Salesforce.com.
•    Work effectively in a matrix team environment with minimum supervision.

Required Education/Experience:
•    Bachelor’s engineering degree required.
•    At least 5 years of sales management experience in assigned territory. 
•    Solution and/or consultative selling are highly desired.
•    A strong understanding of fiber optic products and solutions for data center and local area networking applications desired.
•    Competence to target and prioritize key customers, proven success in time/territory management.
•    Highly motivated and results oriented with autonomy to work from home office effectively.
 

Other Requirements:
•    Valid driver’s license, travel within Malaysia
•    Must be based in territory, preferably in Kuala Lumpur