About this role
<div><div style="padding:10.0px 0.0px;border:1.0px solid transparent"><div style="font-size:16.0px;word-wrap:break-word"><H2 style="font-size:1.0em;margin:0.0px">Role Purpose</H2> </div><div><p>Develop strategy and drive execution of business growth for ODM-built solutions with CPO/NPO solutions. Lead and motivate multi-functional teams as needed to achieve key account objectives and revenue targets. Requires close collaboration across PCS and DCBU teams in a rapidly changing market, complex ecosystem, and highly dynamic product environment.</p> <p> </p> <p>The territory for this position will include ODMs with key locations across Asia. The position will require up to 50% travel and the ability to work effectively in an unstructured environment with little supervision.</p></div></div><div style="padding:10.0px 0.0px;border:1.0px solid transparent"><div style="font-size:16.0px;word-wrap:break-word"><H2 style="font-size:1.0em;margin:0.0px">Key Responsibilities</H2> </div><div><ul> <li>Develop a deep understanding of account needs, challenges, organizational structure, and key influencers, and clearly articulate the value proposition of COC’s products and solutions in alignment with those needs</li> <li>Build and maintain strong relationships with key customer decision-makers and ecosystem partners, and be recognized by customers as a technical consultant, problem solver, and trusted business partner</li> <li>Own the commercial strategy for the account by developing and driving an account strategy, coordinating cross-functional efforts across Marketing, Technology, and Operations within COC to support business growth and achieve or exceed key objectives</li> <li>Apply strategic thinking to lead global execution, align and influence direct and indirect teams, and manage the buying process within the account to build preference for Corning products and solutions.</li> <li>Develop and execute a senior management engagement plan to leverage relationships at all levels and strengthen strategic account partnerships</li> <li>Provide regular progress updates to senior management and ensure full utilization of SalesForce.com CRM account planning tools to support account management and execution</li> <li>Deliver regular feedback to internal stakeholders on account market and technology priorities, product and market opportunities, competitive dynamics, pricing, and other relevant commercial insights</li> </ul></div></div><div style="padding:10.0px 0.0px;border:1.0px solid transparent"><div style="font-size:16.0px;word-wrap:break-word"><H2 style="font-size:1.0em;margin:0.0px">Experiences/Education - Required</H2> </div><div><ul> <li>Bachelor’s Degree from an accredited 4-year institution</li> <li>Knowledge of optical fibers, optics and connectivity products, with high level of familiarity with datacenter and/or telecom optical networking</li> <li>Minimum 5 years of experience with focus on Business Development or Sales; or minimum of 10 years of experience as an AE/SE, PLM, Commercial Technology or relevant technical position</li> <li>Experience developing new businesses within ODMs / OEMs</li> <li>Strong strategic thinking skills with documented experience</li> <li>Strong knowledge of Corning commercial operations and practices</li> <li>High level of proficiency with SalesForce.Com, Excel, PowerPoint and Word</li> </ul></div></div><div style="padding:10.0px 0.0px;border:1.0px solid transparent"><div style="font-size:16.0px;word-wrap:break-word"><H2 style="font-size:1.0em;margin:0.0px">Experiences/Education - Desired</H2> </div><div><ul> <li>MBA or equivalent degree, strong business acumen</li> <li>Experience managing a sales and/or program team</li> <li>International experience in a technical business domain</li> <li>Ability to lead multiple projects and opportunities to grow business</li> <li>Excellent communication skills at all levels, habits and follow-through</li> <li>Strong oral, written and presentation skills</li> </ul></div></div></div>