Business Development Manager

Role Purpose

Drive technical engagements and maximize business of Corning Optical products to Asia-based CPO accounts and ecosystem partners.  Develop and execute account strategies. Lead and motivate multi-functional program teams as needed to achieve key account objectives and revenue targets.

The territory to be covered for this position is focused across Asia but will require close collaboration with North American and European regions as many of our CPO customers operate globally.  The position will require as much as 50% travel and must be able to work effectively in an unstructured environment with minimum supervision.

Key Responsibilities

• Develop deep knowledge of account needs & challenges, as well as structure & key influencers
• Develop a deep understanding and ability to clearly articulate value proposition in accordance to the needs and challenges of our CPO accounts and ecosystem partners.
• Be perceived by CPO accounts and ecosystem partners as a technical consultant, problem solver and key business partner
• Apply strategic thinking and lead global execution efforts to grow the business and meet or exceed key objectives and targets
• Develop and drive account strategies, with a coordinated Sales / Marketing / Technology / Operations effort within Corning OC. Form, manage and influence indirect teams to coordinate selling efforts and meet account objectives
• Serve as “owner” of the commercial strategy for Asia CPO accounts and key partners, while developing strong relationships with key decision makers
• Develop and orchestrate a Senior Management contact plan to leverage relationships at all levels
• Manage the buying process within the accounts to create a preference for Corning OC’s products and solutions
• Present progress updates to senior management on a regular basis
• Ensure full utilization of the SalesForce.Com CRM account planning software tools
• Provide regular feedback to peer groups regarding market/technology trends, product and market opportunities, competitive information, pricing, etc.
• Convey the highest level of professionalism in behavior and appearance, and help fulfill all customer expectations of Corning OC as a World Class supplier
• Understand and live the Corning Values

Experiences/Education - Required

• Bachelor’s Degree from an accredited 4-year institution
• Ten (10) years of business development or sales in a technical and fast-paced environment
• Proven experience in developing new businesses with large customers in a competitive context
• Strong strategic thinking skills with documented experience
• High level of proficiency with SalesForce.Com, Excel, PowerPoint and Word

Skills - Desired

• Knowledge of optical fibers, optics and connectivity products, with high level of familiarity with datacenter and/or telecom optical networking
• MBA or equivalent degree, strong business acumen
• Engineering or technical degree
• Experience as a Sales Engineer, Product Line Manager or relevant technical position
• Experience managing a sales and/or program team
• Ability to lead multiple projects and opportunities to grow our business with the target account and their key ecosystem partners.
• Knowledge of Corning commercial operations and practices