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Regional Implementation Engineer, Hyperscale Data Centers - VA / MD

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Date: Apr 22, 2022

Location: Virginia, VA, US

Company: Corning

Requisition Number: 49193


Corning is one of the world’s leading innovators in materials science. For more than 160 years, Corning has applied its unparalleled expertise in specialty glass, ceramics, and optical physics to develop products that have created new industries and transformed people’s lives.

Corning succeeds through sustained investment in R&D, a unique combination of material and process innovation, and close collaboration with customers to solve tough technology challenges.

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.


Purpose of Position

In this role, we look for you to drive the adoption of new innovations at the major HSDC customers. Provide extensive technical sales and engineering support to the HSDC Program and strategic account teams. Build deep local relationships with key customer contacts, design consultants and installers.


Major Roles and Responsibilities

  • Drive the innovation adoption process at each assigned strategic account/location to create a preference for Corning products early in the design phase. Provide consultative support as required to secure a Corning specification and incremental revenue for large opportunities
  • Serve as Subject Matter Expert (SME) for assigned Hyperscale DC sites. Guide strategic account teams to ensure that all technical needs are met
  • Develop clear understanding of optics / data rate road maps, de-rating tables, and industry best practices and communicate this information effectively to customers in the design and sales processes
  • Work in conjunction with Market Development, PLM Application Solutions, and Program Management Office to conduct detailed Customer Insight Research sessions in order to identify customers’ core needs and sales opportunities for Corning. These include observation of installations and processes, interviews, and ad-hoc engagements. Report out information gathered.
  • Work with Market Development, and PLM Application Solutions to develop and communicate requirements for new product and business solutions in conjunction with Global Account Managers. Provide competitive intel based on local customer engagements.
  • Identifying local contacts that receive value from our new innovations.
  • Develop customer, installer, consultant, integrator champions for the innovations and build/maintain relationship.
  • Identify local stakeholders involved in the approval/adoption of our innovations. Determine timing required hit design cycles.
  • Facilitate field trials and define criteria for successful trial. Track and forecast customer timing to start purchasing and deploying new innovations.
  • Share knowledge by training our internal Global Technical support staff and global sales teams who provide global account management support with global understanding of products being deployed and troubleshooting best practices.
  • Coordinate with Engineering Services to provide resource forecasts and schedules for pro bono on-site technical support for key projects within strategic accounts
  • Leverage thorough, complete and comprehensive understanding of TIA standards and best practices and apply them to technical responses for RFI/RFQ opportunities
  • Develop and/or verify Bills of Material for customer projects and specifications
  • Complete special projects as required in support of Strategic Accounts Sales 
  • System design and new innovation recommendations based on specific customer needs for difficult technical issues across a wide spectrum of data center applications
  • Engagement of other cross functional resources to assist customer (Engineering Services, Customer Service, Product Line Management, Manufacturing, Technology, Research and Development) through regular use of ingenuity, creativity, and problem solving
  • Complete understanding of customer application and guiding customer to adopt the optimal product solution
  • The Technical Support Engineer will work closely with Engineering Services, Product Line Management, Market Development and the Program Management Office.


This position is responsible for ensuring that the following communication links take place and are effective:

  • From Marketing and Market Development to Global Account Management (Sales). Information regarding new products, standards, design tends, and emerging markets must be effectively communicated to the sales team
  • From Strategic Account Management (Sales) to our customers. This position is tasked with traveling with our sales team and ensuring that the appropriate pre- and post-sale technical messages are delivered to the customer
  • From our customers to our company. Voice of Customer/Customer feedback must be understood and effectively communicated to the appropriate people within Market Development and Product Line Management


Travel Required:

  • Up to 50% Regional / Weekday domestic travel


Required Education:

  • Bachelor’s degree in an Engineering, technical or science field preferred


Required Years and Area of Expertise:

  • Minimum of 2+ years of sales, project management, or data center product or design experience required
  • Prefer prior experience as a Field Engineer, Systems Engineer and/or Applications Engineer, technical designer, Installation contractor, and managing installation projects


Required Skills:

  • Strong commercial skills and business acumen
  • Demonstrated presentation skills and experience
  • Strong technical and analytical skills
  • Experience with Microsoft suite of products (Excel, MS Project, Word, SharePoint, PowerPoint)
  • Ability to create and foster customer relationships
  • Commercial knowledge of customers and practices for data centers preferred.
  • Strong knowledge of Data Center networks preferred


Soft Skills

  • Effective time management, organization, and reporting skills
  • Ability to prioritize and effectively manage competing requirements
  • Effective written and verbal communication skills


This position does not support immigration sponsorship.



We prohibit discrimination on the basis of race, color, gender, age, religion, national origin, sexual orientation, gender identity or expression, disability, veteran status or any other legally protected status.


We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation.