Requisition Number: 67601 Corning is vital to progress – in the industries we help shape and in the world we share. We invent life-changing technologies using materials science. Our scientific and manufacturing expertise, boundless curiosity, and commitment to purposeful invention place us at the center of the way the world interacts, works, learns, and lives. Our sustained investment in research, development, and invention means we’re always ready to solve the toughest challenges alongside our customers.  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. 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. 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 manage 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 of Corning OC as a World Class supplier Skill and Knowledge Requirements: • Minimum ten (10) years Telecom experience required; Data Center sales experience strongly desired • Minimum five (5) years of experience as Sales Engineer within Corning Optical Communications • Experience selling large/complex accounts with emphasis on data center sales • Territory covered to include Global Strategic Accounts, prefer North Carolina location • Position requires up to 50% travel • Must be able to work effectively in an unstructured environment with minimum supervision from a home-based office • BA or BS from an accredited 4-year institution or equivalent • MBA or equivalent degree is strongly preferred • Familiarity with Global Mega/Hyper DC IT business model(s) • Experience with developing new business in large / global customers • Ability to motivate teams and drive indirect reports • Excellent communication skills, habits and follow-up • Strong oral and written presentation skills • International experience highly desirable • Strong knowledge of Commercial customers and practices • Extensive knowledge of Fiber-optic infrastructure products