Account Manager

Role Purpose

Develop strategy and drive execution of business growth for ODM-built solutions with CPO/NPO solutions. Lead and motivate multi-functional teams as needed to achieve key account objectives and revenue targets. Requires close collaboration across PCS and DCBU teams in a rapidly changing market, complex ecosystem, and highly dynamic product environment.

The territory for this position will include ODMs with key locations across Asia. The position will require up to 50% travel and the ability to work effectively in an unstructured environment with little supervision.

Key Responsibilities

• Develop a deep understanding of account needs, challenges, organizational structure, and key influencers, and clearly articulate the value proposition of COC’s products and solutions in alignment with those needs
• Build and maintain strong relationships with key customer decision-makers and ecosystem partners, and be recognized by customers as a technical consultant, problem solver, and trusted business partner
• Own the commercial strategy for the account by developing and driving an account strategy, coordinating cross-functional efforts across Marketing, Technology, and Operations within COC to support business growth and achieve or exceed key objectives
• Apply strategic thinking to lead global execution, align and influence direct and indirect teams, and manage the buying process within the account to build preference for Corning products and solutions.
• Develop and execute a senior management engagement plan to leverage relationships at all levels and strengthen strategic account partnerships
• Provide regular progress updates to senior management and ensure full utilization of SalesForce.com CRM account planning tools to support account management and execution
• Deliver regular feedback to internal stakeholders on account market and technology priorities, product and market opportunities, competitive dynamics, pricing, and other relevant commercial insights

Experiences/Education - Required

• Bachelor’s Degree from an accredited 4-year institution
• Knowledge of optical fibers, optics and connectivity products, with high level of familiarity with datacenter and/or telecom optical networking
• Minimum 5 years of experience with focus on Business Development or Sales; or minimum of 10 years of experience as an AE/SE, PLM, Commercial Technology or relevant technical position
• Experience developing new businesses within ODMs / OEMs
• Strong strategic thinking skills with documented experience
• Strong knowledge of Corning commercial operations and practices
• High level of proficiency with SalesForce.Com, Excel, PowerPoint and Word

Experiences/Education - Desired

• MBA or equivalent degree, strong business acumen
• Experience managing a sales and/or program team
• International experience in a technical business domain
• Ability to lead multiple projects and opportunities to grow business
• Excellent communication skills at all levels, habits and follow-through
• Strong oral, written and presentation skills