PURPOSE STATEMENT:

 

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

 

PRINCIPAL ACCOUNTABILITIES:

 

Meet sales budget for all telecommunications products associated with assigned accounts. Identify, develop, and execute on global and strategic opportunities with a coordinated effort within Corning’s functional teams (sales, marketing, implementation, product line management, supply chain, customer service). Serve as “owner” of the commercial strategy for key accounts and represent APAC interests in business review and planning sessions. Develop and execute multi-year account plans aligned with customer growth strategies and Corning’s product and solutions portfolio. Build and maintain trusted relationships with key decision makers and influencers that favors Corning’s differentiated products and solutions. Manage the entire buying process for each strategic account, starting from feasibility studies, network design, proof-of-concept, project implementation, testing and commissioning etc.     Leverage on digital tools (Salesforce.com, Sales Navigator, ChatGPT) to increase sales productivity.   Collaborate with market development on the expansion of artificial intelligence and machine learning (AI/ML) enabled data centers. Provide regular feedback to internal stakeholders re: pricing, market/technology trends, product, and market opportunities, etc. As field representatives of Corning Optical Communications, maintain the highest standards of professionalism in both behavior and appearance, to reinforce Corning's reputation as a world-class technology partner.

SKILL & KNOWLEDGE REQUIREMENTS:

 

Minimum ten (10) years Telecom experience required, Data Center sales experience strongly desired. Experience with developing new business for large/complex accounts with strong focus on data center infrastructure and optical connectivity. Excellent business acumen with strong ability to anticipate the customer’s tomorrow. Proven track record managing large/complex accounts across the APAC region. Familiarity with Global Mega/Hyper DC IT business model(s). BA or BS from an accredited 4-year institution or equivalent. MBA or equivalent degree is strongly preferred. Excellent communication, collaboration, negotiation, and strategic planning skills. Work experience in international markets. Position requires up to 40% travel regionally.