Global Account Manager, Enterprise Networks (APAC)

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.

PURPOSE STATEMENT:

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

PRINCIPAL ACCOUNTABILITIES:

• Meet sales budget for all telecommunications products associated with assigned accounts.
• Identify, develop, and execute on global and strategic opportunities with a coordinated effort within Corning’s functional teams (sales, marketing, implementation, product line management, supply chain, customer service).
• Serve as “owner” of the commercial strategy for key accounts and represent APAC interests in business review and planning sessions.
• Develop and execute multi-year account plans aligned with customer growth strategies and Corning’s product and solutions portfolio.
• Build and maintain trusted relationships with key decision makers and influencers that favors Corning’s differentiated products and solutions.
• Manage the entire buying process for each strategic account, starting from feasibility studies, network design, proof-of-concept, project implementation, testing and commissioning etc.
• Leverage on digital tools (Salesforce.com, Sales Navigator, ChatGPT) to increase sales productivity.
• Collaborate with market development on the expansion of artificial intelligence and machine learning (AI/ML) enabled data centers.
• Provide regular feedback to internal stakeholders re: pricing, market/technology trends, product, and market opportunities, etc.
• As field representatives of Corning Optical Communications, maintain the highest standards of professionalism in both behavior and appearance, to reinforce Corning's reputation as a world-class technology partner.

SKILL & KNOWLEDGE REQUIREMENTS:

• Minimum ten (10) years Telecom experience required, Data Center sales experience strongly desired.
• Experience with developing new business for large/complex accounts with strong focus on data center infrastructure and optical connectivity.
• Excellent business acumen with strong ability to anticipate the customer’s tomorrow.
• Proven track record managing large/complex accounts across the APAC region.
• Familiarity with Global Mega/Hyper DC IT business model(s).
• BA or BS from an accredited 4-year institution or equivalent.
• MBA or equivalent degree is strongly preferred.
• Excellent communication, collaboration, negotiation, and strategic planning skills.
• Work experience in international markets.
• Position requires up to 40% travel regionally.