Business Development Manager

Corning, Inc.; City of Corning (NY); On-site; USD 152,000 - 209,000; Full time

Benefits offered by this job

Company-wide bonuses

401(k) with company match

Health and wellness benefits

Paid parental leave

Employee Assistance Program

Job summary

Corning Incorporated is seeking a senior sales/account leader for Optical Communications in the US. You will drive engagements, develop business opportunities and maximize sales to datacenter OEMs and other major accounts.

Position requires up to 50% travel and the ability to operate in an unstructured environment with minimal supervision. Strong strategic thinking and CRM proficiency are essential.

Qualifications

• Bachelor’s Degree from an accredited 4-year institution in an Engineering related discipline.
• Knowledge of optical fibers, optics and connectivity products, with datacenter/telecom focus.
• Ten (10) years datacom/telecom experience with focus on business development or sales.
• Experience developing new businesses within large global customers.
• Strong strategic thinking skills with documented experience.
• Strong knowledge of Corning commercial operations and practices.
• High proficiency with SalesForce.com, Excel, PowerPoint and Word.

Responsibilities

• Develop deep knowledge of account needs and challenges and structure key influencers.
• Articulate value proposition aligned to account needs and sell Corning value.
• Manage existing accounts and engage with executives to secure purchase orders.
• Map ecosystems and sell into ecosystems to derive Corning value.
• Be seen as a problem solver and business partner by accounts.
• Lead global execution and coordinate Sales/Marketing/Technology/Operations efforts.
• Own the commercial strategy for key accounts and ecosystem partners.

Skills

Datacom/telecom experience

Strategic account development

Sales leadership

Cross-functional coordination

SalesForce.com

Excel / PowerPoint

Education

Bachelor's Degree in Engineering

MBA (desired)

Tools

SalesForce.com

Excel

PowerPoint

Word

Job description

Requisition Number: 78938

**The company built on breakthroughs.**

**Join us.**

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.

Role Purpose

Drive engagements, develop business opportunities and maximize sales of Corning Optical products to datacenter OEM accounts and other accounts. Develop and execute account strategies. Lead and motivate multi-functional program team as needed to achieve key account objectives and revenue targets.

Position will require as much as 50% travel and must be able to work effectively in an unstructured environment with minimum supervision.

Key Responsibilities

• Develop deep knowledge of account needs & challenges, as well as structure & key influencers

• Develop a deep understanding and ability to clearly articulate value proposition in accordance to the account’s needs and challenges and be able to sell Corning value

• Be prepared to work on early-stage accounts but also manage existing accounts and be able to speak effectively to senior executives to junior buyers to solicit purchase orders

• Map out ecosystems and be able to sell into the ecosystem to derive and sell Corning value

• Be perceived by accounts and their ecosystem partners as a problem solver and business partner

• Apply strategic thinking and lead global execution efforts to grow the business and meet or exceed key objectives and targets

• Develop and drive global account strategy, with a coordinated Sales / Marketing / Technology / Operations effort within Corning OC. Form, manage and influence indirect teams to coordinate selling efforts and meet account objectives

• Serve as “owner” of the commercial strategy for the accounts and key ecosystem partners, while developing strong relationships with key customer decision makers

• Develop and orchestrate a Senior Management contact plan to leverage relationships at all levels

• Manage the buying process within the account and key ecosystem partners to create a preference for Corning OC’s products and solutions

• Present progress updates to senior management on a regular basis

• Ensure full utilization of the SalesForce.Com CRM account planning software tools

• Provide regular feedback to peer groups regarding market/technology trends, product and market opportunities, competitive information, pricing, etc.

• Convey the highest level of professionalism in behavior and appearance, and help fulfill all customer expectations of Corning OC as a World Class supplier’

• Work closely with the Data Center Business Unit to pursue opportunities with hyperscalers (Meta, Microsoft, Oracle, Google)

Required Education

• Bachelor’s Degree from an accredited 4-year institution in an Engineering related discipline

• Knowledge of optical fibers, optics and connectivity products, with high level of familiarity with datacenter and/or telecom optical networking

• Ten (10) years datacom/telecom experience with focus on business development or sales

• Experience developing new businesses within large global customers

• Strong strategic thinking skills with documented experience

• Strong knowledge of Corning commercial operations and practices

• High level of proficiency with SalesForce.Com, Excel, PowerPoint and Word

Desired Experiences

• MBA or equivalent degree, strong business acumen

• Engineering or technical degree

• Experience as a Sales Engineer, Account Manager, Business Development or Product Line Manager or relevant technical position within Corning Optical Communications

• Experience managing a sales and/or program team

• Ability to lead multiple projects and opportunities to grow our business with the target account and their key ecosystem partners

This position does not support immigration sponsorship.

The range for this position is $151,673.00 - $208,551.00 assuming full time status. Starting pay for the successful applicant is dependent on a variety of job-related factors, including but not limited to geographic location, market demands, experience, training, and education.

**A job that shapes a life.**

**Corning offers you the total package.**

Your well-being is our priority. Our compensation and benefits package supports your health and wellness, financial aspirations, and career from day one.

• Company-wide bonuses and long-term incentives align with key business results and ensure you are rewarded when the company performs well. When Corning wins, we all win.

• As part of our commitment to your financial well-being, we provide a 100% company-paid pension benefit with fixed contributions that grow throughout your career. Combined with matching contributions to your 401(k) savings plan, Corning’s total contributions to your retirement accounts can reach between 7% and 12% of your pay, depending on your age and years of service.

• Our health and well-being benefits include medical, dental, vision, paid parental leave, family building support, fitness, company-paid life insurance, disability, disease management programs, paid time off, and an Employee Assistance Program (EAP) to support you and your family.

• Getting paid for our work is important, but feeling appreciated and recognized for those contributions motivates us much more. That’s why Corning offers a recognition program to celebrate successes and reward colleagues who make exceptional contributions.

We prohibit discrimination on the basis of race, color, gender, age, religion, national origin, sexual orientation, gender identity or expression, disability, veteran status or any other legally protected status.

Corning is committed to providing equal employment opportunities and considers requests for reasonable accommodations in accordance with applicable laws. Individuals with disabilities or sincerely held religious beliefs may request reasonable accommodations to participate in the application or interview process, perform essential job functions, or access other benefits and privileges of employment. To submit a request for reasonable accommodation related to disability or religion, please contact us at [e-mail] .