Role Purpose

Develop strategy and drive execution of business growth for ODM-built solutions with CPO/NPO solutions. Lead and motivate multi-functional teams as needed to achieve key account objectives and revenue targets. Requires close collaboration across PCS and DCBU teams in a rapidly changing market, complex ecosystem, and highly dynamic product environment.

The territory for this position will include ODMs with key locations across Asia. The position will require up to 50% travel and the ability to work effectively in an unstructured environment with little supervision.

Key Responsibilities

Develop a deep understanding of account needs, challenges, organizational structure, and key influencers, and clearly articulate the value proposition of COC's products and solutions in alignment with those needs
Build and maintain strong relationships with key customer decision-makers and ecosystem partners, and be recognized by customers as a technical consultant, problem solver, and trusted business partner
Own the commercial strategy for the account by developing and driving an account strategy, coordinating cross-functional efforts across Marketing, Technology, and Operations within COC to support business growth and achieve or exceed key objectives
Apply strategic thinking to lead global execution, align and influence direct and indirect teams, and manage the buying process within the account to build preference for Corning products and solutions.
Develop and execute a senior management engagement plan to leverage relationships at all levels and strengthen strategic account partnerships
Provide regular progress updates to senior management and ensure full utilization of SalesForce.com CRM account planning tools to support account management and execution
Deliver regular feedback to internal stakeholders on account market and technology priorities, product and market opportunities, competitive dynamics, pricing, and other relevant commercial insights

Experiences/Education - Required

Bachelor's Degree from an accredited 4-year institution
Knowledge of optical fibers, optics and connectivity products, with high level of familiarity with datacenter and/or telecom optical networking
Minimum 5 years of experience with focus on Business Development or Sales; or minimum of 10 years of experience as an AE/SE, PLM, Commercial Technology or relevant technical position
Experience developing new businesses within ODMs / OEMs
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

Experiences/Education - Desired

MBA or equivalent degree, strong business acumen
Experience managing a sales and/or program team
International experience in a technical business domain
Ability to lead multiple projects and opportunities to grow business
Excellent communication skills at all levels, habits and follow-through
Strong oral, written and presentation skills

Account Manager (PCS)