Technical Account Manager

Corning Incorporated; Sydney; On-site; AUD 120,000 - 190,000; Full time

Job summary

Corning Incorporated in Australia seeks a Technical Account Manager to drive profitable sales growth across ANZ by combining deep technical knowledge with commercial leadership. You will develop technical solutions, engage channel partners and system integrators, and ensure successful deployment of Corning's Data Centre business solutions.

This role requires a tertiary level science/engineering degree and at least 5 years in IT/Datacoms, with strong fibre optics knowledge and excellent English

Qualifications

• Knowledge of Optical Fibre theory.
• Strong written and spoken English; able to convey complex ideas to technical and non-technical audiences.

Responsibilities

• Develop territory and account plans aligned with ANZ strategy.
• Achieve sales revenue, margin, and growth targets.
• Build and maintain a qualified opportunity pipeline.
• Identify new business opportunities and market trends.
• Promote Corning's value proposition to end users, consultants, partners and integrators.
• Support RFIs, RFQs, RFPs and tender submissions.
• Deliver presentations, workshops and technical seminars.
• Cross-functional collaboration with Product, Marketing, Care, Supply Chain, Finance.
• Travel to local and interstate locations as needed.

Skills

Optical Fibre theory

Technical communication

Presentations

Technical writing

Team collaboration

Education

Tertiary degree in science or engineering

Job description

Corning is one of the world’s leading innovators in glass, ceramic, and materials science. From the depths of the ocean to the farthest reaches of space, our technologies push the boundaries of what’s possible.

How do we do this? With our people. They break through limitations and expectations – not once in a career, but every day. They help move our company, and the world, forward.

At Corning, there are endless possibilities for making an impact. You can help connect the unconnected, drive the future of automobiles, transform at-home entertainment, and ensure the delivery of lifesaving medicines. And so much more.

Come break through with us.

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.

1. Position Description

The Technical Account Manager is responsible for driving profitable sales growth by combining strong technical expertise with commercial leadership across assigned customers, territories, and market segments. The role serves as a trusted advisor to customers, channel partners, consultants, and system integrators, developing technical solutions that meet customer requirements while advancing Corning's strategic business objectives.

The incumbent leads technical selling activities, identifies new business opportunities, develops customer relationships, and supports the successful specification, adoption, and deployment of Corning's Data Centre Business Unit (DCBU) solutions across ANZ.

2. Responsibilities

Sales Growth & Business Development

• Develop and execute territory and account plans aligned with ANZ commercial strategy.
• Achieve sales revenue, margin, and growth targets.
• Build and maintain a qualified opportunity pipeline.
• Identify new business opportunities and emerging market trends.
• Promote Corning's value proposition to end users, consultants, channel partners, and system integrators.
• Participate in sales forecasting, business reviews, and strategic planning activities.

Technical Sales Leadership

• Act as the technical subject matter expert for DCBU solutions.
• Provide technical consultation and solution design support to customers and channel partners.
• Review technical specifications, drawings, tender documents, and project requirements.
• Recommend appropriate Corning solutions based on customer needs and industry standards.
• Support RFIs, RFQs, RFPs, and tender submissions.
• Develop solution proposals, system architectures, bills of materials, and technical documentation.

Customer & Channel Engagement

• Establish trusted relationships with key decision makers, consultants, engineers, architects, and procurement stakeholders.
• Regularly engage customers to understand business drivers, technology roadmaps, and project opportunities.
• Support sales channel development and enablement activities.
• Deliver customer presentations, workshops, demonstrations, and technical seminars.
• Resolve technical and commercial issues in a timely and professional manner.
• Monitor industry developments, competitor activities, and technology trends.
• Gather and communicate customer feedback to Product Line Management, Marketing, and Business Development teams.
• Identify opportunities to improve Corning's market positioning and customer value proposition.
• Contribute to market development initiatives and strategic growth opportunities.
• Cross-Functional Collaboration annd partner closely with: Product Line Management, Marketing, Customer Care, Supply Chain, Application Engineering, Finance, Global Account Teams
• Support successful project execution from opportunity identification through customer deployment.
• Ensure customer expectations are aligned with operational capabilities and delivery commitments.

3. Requirements

Required Education: Tertiary level education in science or related engineering discipline.

Required Experience

• At least 5 years’ experience in the IT/Datacoms market is desirable – local Australian experience will be highly regarded.
• Highly sound technical comprehension of Cables and Passive Optical Fibre Hardware products and associated system solutions will be an advantage. Solid working knowledge of cloud/datacenter/AI fiber optics architecture

Required Skills

• Knowledge of Optical Fibre theory
• Strong writing/communication skills. Strong English spoken and written skills.
• Ability to convey technical, complex ideas to highly technical customers/colleagues or equally less technically inclined customers/colleagues.
• Experience in making formal presentations to Customers.
• Ability to present/give training comfortably in front of groups from 10-50 people.

Other Skills

• Good organisational skills with the ability to handle multiple projects with minimal supervision.
• Ability to provide support to Customers outside normal business hours when required.
• Must be responsive and customer focussed
• Ability to work comfortably in a team to support others, learn from others and share information with others.
• Innovative and a team player.

4. Travel Requirements:

• Flexibility to travel at short notice to local and interstate locations including overnight stays.