Job Description

Purpose of Position
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. Position will have 3 direct reports and preferred work location in the Bay area (CA).

Key Responsibilities

•    Meet sales budget for all telecommunications products associated with assigned accounts
•    Operate within assigned selling and expense budget. Identify, analyze and execute on global, strategic opportunities with a coordinated Sales/Marketing/Technology effort within Corning OC
•    Familiarity of Global Hyperscale DC, IT Service Provider and Co-Location DC business models
•    Serve as “owner” of the commercial strategy for key accounts, and develop strong relationships with key decision makers within each client account
•    Develop a Senior Management contact plan to leverage relationships at the highest levels
•    Manage the buying process at each strategic account to create a preference for Corning OC’s products
•    Apply strategic thinking to develop account plans and ultimately grow the business
•    Ensure that we are in sync with our key channel partners also engaged in pursuing the accounts
•    Form and lead indirect teams to coordinate global efforts and meet account objectives
•    Provide Weekly Call Reports and Monthly Reports documenting progress; input weekly forecast data
•    Ensure full utilization of the SalesForce.Com tool by your team and other Corning OC employees.
•    Develop and maintain a thorough understanding of the Enterprise Networks global business to recognize opportunities and provide accurate forecasts
•    Be perceived by our strategic customers as both a problem solver and a professional partner.
•    Serve as a consultant to our strategic customers, our distribution partners and any other stakeholders as necessary
•    Develop a working knowledge of the challenges facing our strategic, global accounts and how Corning OC can help them meet those challenges
•    Provide regular feedback to Corning OC Marketing group re: pricing, market/technology trends, product and market opportunities, etc.
•    Provide input into the refinement of component and solutions value propositions
•    As field representatives of Corning OC, ensure that you convey the highest level of professionalism in behavior and appearance and help to fulfill all customer expectations as a World Class supplier

Education, Skill and Knowledge Requirements:

•    BA or BS from an accredited 4-year institution or equivalent

•    (5) years Telecom experience required
•    (3) years of experience as Sales Engineering within Corning Telecom Business
•    Territory covered to include Global Strategic Accounts and should be located in California
•    Position requires 50% travel
•    Work successfully in an unstructured environment with minimum supervision from a home-based office

•    Developing new business in large global customers

•    Motivate teams and drive indirect and direct (3) reports

•    Excellent interpersonal skills, habits and follow-up
•    Strong oral and written presentation skills
•    Solid understanding of Commercial customers and practices
•    Knowledge of Fiber-optic infrastructure products
•    Special emphasis on SalesForce.Com, Excel, PowerPoint and Word

Desired Skills/Education:

•    MBA or equivalent degree is strongly preferred

•    Familiarity of Global Mega DC IT business model
•    International experience highly desirable