Global Account Manager

About Corning

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. We work with people who break through limitations and expectations— not once in a career, but every day. 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.

Maximize the sales of all Corning Optical Communication’s products to key global accounts identified as strategic. Execute a joint sales and access (marketing/technology) plan for assigned accounts that can be implemented across geographic regions including NA, EMEA, APAC and CALA.

• Meet the sales budget for all telecommunications products associated with assigned accounts.
• Work within the sales and expense budget set for each global account.
• Identify, analyze, and execute strategic opportunities through a coordinated Sales/Marketing/Technology effort within Corning DCBU.
• Demonstrate familiarity with Global Hyperscale DC, IT Service Provider, and Co‑Location DC business models.
• Act as the "owner" of implementing the commercial strategy for key accounts and developing strong relationships with key decision‑makers within each.
• Develop a Mid‑level Management contact plan to leverage relationships, support current and future data center site requirements, and inform leadership of critical information.
• Manage the buying process at each strategic account to drive a preference for Corning’s solutions.
• Apply strategic thinking to develop account plans and ultimately grow the business.
• Ensure alignment with key channel partners also engaged in pursuing the accounts; collaborate with indirect teams to achieve specific account goals.
• Provide weekly call reports and monthly reports as requested, highlighting progress, input weekly forecast data.
• Ensure full utilization of the  tool for opportunity tracking.
• 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 customer, distribution partners, and any other stakeholders as necessary.
• Develop a working knowledge of the challenges facing our strategic global accounts and how Corning can assist in addressing those challenges.
• Provide regular feedback to the Corning Marketing group regarding pricing, market/technology trends, product, and market opportunities.
• Contribute to the refinement of component and solutions value propositions.
• As field representatives of Corning DCBU, convey the highest level of professionalism in behavior and appearance and help fulfill all customer expectations of Corning as a world‑class supplier.

• 5+ years Telecom experience required.
• 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 DC IT business model.
• Experience with developing new business with large and complex global customers.
• Ability to motivate teams and drive indirect reports.
• Excellent communication skills, habits and follow‑up.
• Strong oral and written presentation skills.
• Strong knowledge of Commercial customers and practices.
• Knowledge of fiber‑optic infrastructure products.
• Special emphasis on Teams, , Excel, PowerPoint and Word.

The range for this position is $ – $ 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.

• Company‑wide bonuses and long‑term incentives align with key business results and ensure you are rewarded when the company performs…