Business Development Manager Photonics Connectivity Solutions

Requisition Number: 79035

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  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…