Carrier Value Creation Manager

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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.

The value creation team is a critical component of COC’s Carrier and Enterprise business unit. This team exists to create and maintain a sustainable competitive advantage which relies on deep market knowledge and ensuring understanding of the value proposition of our products and services. This position is responsible for identifying portfolio gaps, supporting product development initiatives, and driving the adoption of new, innovative solutions in the focus area of FTTx and/or Enterprise markets.

This position also serves as a subject matter expert in the identification and articulation of customer value propositions to best position and promote new and existing FTTX and/or enterprise products. This leader is responsible for identifying the critical pain points of our customer’s engineering, installation methods and maintenance processes. This position works with internal cross‑functional teams to innovate differentiated solutions that can enhance and build our product and solutions portfolios to create value for our business and our customers.

• Master the addressable ‘jobs to do’ of our target customer market
• Understand the competitive market environment and competitive product solutions offered for assigned applications (ie. CO/HE hardware, MDUs, OSP hardware, LANs, etc)
• Support value‑based price analysis of new components and solutions in the carrier/enterprise space; identify optimal price points and explore pricing and adoption trade‑offs; provide suggested pricing strategies to PLM
• Lead our Customer Insight Research (CIR) process to engage and understand current and future problems of our customers leveraging innovation tools (ie, workflow documentation, business model canvas, empathy maps, etc)
• Identify product solutions that may not currently be in our portfolio and determine strategy to develop, partner or acquire to provide
• Drive adoption of new product or solution offerings with crystalizing customers or segments
• Develop business cases to support investment in new product solution development
• Utilize decision analysis tools to prioritize our technology investment and choices of engagement

• Up to 20% Domestic travel with occasional regional travel. The amount of travel time will vary based on the program needs and the base location of the candidate.
• Customer site visits include technology exchanges, site visits for indoor and/or outdoor environmental installations

• BS in a technical area or equivalent degree with analytical background
• Minimum 10 years of experience in fiber optic network application engineering, technology, technical sales, or product line management
• MBA is desired with strategy and/or entrepreneurial focus areas

This position does not…