Senior Business Development Manager Photonics Connectivity

Corning Inc.; California; On-site; USD 169,000 - 232,000; Full time

Benefits offered by this job

Bonuses & incentives

Pension plan

401(k) matching

Health benefits

Parental leave

Employee assistance program

Job summary

Corning is seeking a Business Development Manager for Photonics Connectivity Solutions in California. This role focuses on driving engagements, developing business opportunities, and maximizing sales of Corning Optical products to datacenter OEMs and major accounts.

The position requires extensive travel up to 50%, and the candidate will lead cross-functional programs, develop account strategies, and manage global ecosystem partners to achieve revenue targets.

Qualifications

• 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.

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, 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)

Skills

Sales & business development

Datacom/telecom knowledge

Strategic thinking

Salesforce.com

Excel

PowerPoint

Word

Education

Bachelor’s Degree in Engineering

MBA (desired)

Tools

SalesForce.com

Excel

PowerPoint

Word

Job description

Corning is seeking a Business Development Manager for Photonics Connectivity Solutions in California. This role focuses on driving engagements, developing business opportunities, and maximizing sales of Corning Optical products to datacenter OEMs and major accounts.

The position requires extensive travel up to 50%, and the candidate will lead cross-functional programs, develop account strategies, and manage global ecosystem partners to achieve revenue targets.