Global Account Manager

Requisition Number: 69302

 

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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.

 

Role Purpose

 

Drive technical engagements and maximize sales of Corning Optical products to a strategic global datacenter OEM account including associated ecosystem partners.  Develop and execute account strategy to be successfully implemented across geographic boundaries including NAFTA, EMEA and APAC. Lead and motivate multi-functional program team as needed to achieve key account objectives and revenue targets. The territory to be covered for this position will include global customer and partner locations.  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 account’s needs and challenges
• Apply strategic thinking and lead global execution efforts to grow the business and meet or exceed key objectives and targets
• Develop and drive global account strategy, with a coordinated Sales / Marketing / Technology / Operations effort within Corning OC. Form, manage and influence indirect teams to coordinate global selling efforts and meet account objectives
• Serve as “owner” of the commercial strategy for the account and key ecosystem partners, while developing strong relationships with key customer decision makers
• Develop and orchestrate a Senior Management contact plan to leverage relationships at all levels
• Manage the buying process within the account and key ecosystem partners 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

 

 

Required Education

 

• 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 ten (10) years datacom/telecom experience with focus on business development or sales 
• Minimum of 5 years of experience as a Sales Engineer, Product Line Manager or relevant technical position within Corning Optical Communicatio