Global Account Manager, Enterprise, APAC

PURPOSE STATEMENT:

Maximize the sales of all Corning Optical Communication’s products to the key global accounts identified as strategic. Execute a joint sales and access (marketing /technology) plan for assigned accounts that can be implemented across geographic boundaries including NAFTA, EMEA, APAC and Latin America

PRINCIPAL ACCOUNTABILITIES:

• Meet sales budget for all telecommunications products associated with assigned accounts.
• Identify, develop, and execute on global and strategic opportunities with a coordinated effort within Corning’s functional teams (sales, marketing, implementation, product line management, supply chain, customer service).
• Serve as “owner” of the commercial strategy for key accounts and represent APAC interests in business review and planning sessions.
• Develop and execute multi-year account plans aligned with customer growth strategies and Corning’s product and solutions portfolio.
• Build and maintain trusted relationships with key decision makers and influencers that favors Corning’s differentiated products and solutions.
• Manage the entire buying process for each strategic account, starting from feasibility studies, network design, proof-of-concept, project implementation, testing and commissioning etc.    
• Leverage on digital tools (Salesforce.com, Sales Navigator, ChatGPT) to increase sales productivity.  
• Collaborate with market development on the expansion of artificial intelligence and machine learning (AI/ML) enabled data centers.
• Provide regular feedback to internal stakeholders re: pricing, market/technology trends, product, and market opportunities, etc.
• As field representatives of Corning Optical Communications, maintain the highest standards of professionalism in both behavior and appearance, to reinforce Corning's reputation as a world-class technology partner.

SKILL & KNOWLEDGE REQUIREMENTS:

• Minimum ten (10) years Telecom experience required, Data Center sales experience strongly desired.
• Experience with developing new business for large/complex accounts with strong focus on data center infrastructure and optical connectivity.
• Excellent business acumen with strong ability to anticipate the customer’s tomorrow.
• Proven track record managing large/complex accounts across the APAC region.
• Familiarity with Global Mega/Hyper DC IT business model(s).
• BA or BS from an accredited 4-year institution or equivalent.
• MBA or equivalent degree is strongly preferred.
• Excellent communication, collaboration, negotiation, and strategic planning skills.
• Work experience in international markets.
• Position requires up to 40% travel regionally.