Sales Engineer, Southern California, Enterprise Networks

Requisition Number: 70759

 

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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: 

 

Maximize the sale of Corning Optical Communications (COC) products within Southern California to grow the business and ensure success of the company. Develop and execute a territory sales plan focused on delivering network solutions that leverage Corning’s comprehensive capabilities.

 

Key Responsibilities:

 

• Meet or exceed sales budgets for all telecommunications products assigned
• Operate within assigned selling expense and promotional item budget
• Through regular sales calls, generate preference for Corning Optical Communications’ products over that of competitors
• Ensure a balanced mix of sales call to end users, contractors, cable assembly houses, distributors and consultants
• Manage to maximum efficiency the NPI contractor program and Consultant EAP Program in your territory
• Coordinate sales calls with primary distributor representatives to maximize sales penetration within assigned territory
• Provide ongoing training to these distributors to assist them in effectively selling Corning Optical Communications' product solutions
• Provide timely call report summaries for all face-to-face meetings & important phone conversations using an assigned CRM System
• Maintain and keep current a territory Opportunity Board of all projects valued above $100K in your territory
• Submit monthly reports and expense reports to the Regional Manager on time
• Maintain proficiency in the use of the personal computer with special emphasis on Salesforce.com, Excel, PowerPoint and Word

 

Required Education:

 

• B.S. or B.A. degree preferred with strong work experience
• Sales and/or Marketing experience preferred
• Ability to work with others. (Southern California is a team territory) 
• Strong Solution Selling Capabilities:
  • Consultative Communication: Probes for information and shapes a customer discussion
  • Business Intellect: Understands customer pain points and the overall P&L Statement
  • Mental Agility: Quickly adapts; can think and react on his/her feet. o Organizational Agility: Builds relationships and works effectively within an organization. o Collaboration: Shares vital information with key stakeholders to gain commitment

• Ability to use Salesforce.com to create and maintain a project pipeline and forecasting
• Internally motivated and results oriented
• Outstanding people skills
• Excellent communication skills (written and oral)
• Ability to target and prioritize key customers
• Proven success in time/territory management