Global Account Manager

Key Responsibilities:

• Meet sales budget for all telecommunications products associated with assigned accounts.
• Operate within assigned selling and expense budget.
• Identify, analyze, and execute on global, strategic opportunities with a coordinated Sales/Marketing/Technology effort within Corning OC.
• Familiarity with Global Hyperscale DC, IT Service Provider, and Co-Location DC business models.
• Serve as owner of the commercial strategy for key accounts and develop strong relationships with key decision makers within each client account.
• Develop a Senior Management contact plan to leverage relationships at the highest levels.
• Manage the buying process at each strategic account to create a preference for Corning OC's products.
• Apply strategic thinking to develop account plans and ultimately grow the business.
• Ensure alignment with key channel partners also engaged in pursuing the accounts.
• Form and manage indirect teams to coordinate global efforts and meet account objectives.
• Provide Weekly Call Reports and Monthly Reports documenting progress and input weekly forecast data.
• Ensure full utilization of the SalesForce.Com tool by your team and other Corning OC employees.
• Develop and maintain a thorough understanding of the Enterprise Networks global business to recognize opportunities and provide accurate forecasts.
• Be perceived by strategic customers as both a problem solver and a professional partner.
• Serve as a consultant to strategic customers, distribution partners, and any other stakeholders as necessary.
• Develop a working knowledge of the challenges facing strategic global accounts and how Corning OC can help them meet those challenges.
• Provide regular feedback to Corning OC Marketing group regarding pricing, market/technology trends, product and market opportunities.
• Provide input into the refinement of component and solutions value propositions.
• Ensure professionalism in behavior and appearance as a field representative of Corning OC, fulfilling all customer expectations as a World-Class supplier.

Skills and Knowledge Requirements:

• Minimum ten (10) years Telecom experience required; Data Center sales experience strongly desired.
• Minimum five (5) years of experience as Sales Engineer within Corning Optical Communications.
• Experience selling large/complex accounts with emphasis on data center sales.
• Territory covered to include Global Strategic Accounts, prefer North Carolina location.
• Position requires up to 50% travel.
• Ability 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/Hyper DC IT business model(s).
• Experience with developing new business in large/global customers.
• Ability to motivate teams and drive indirect reports.
• Excellent communication skills, habits, and follow-up.
• Strong oral and written presentation skills.
• International experience highly desirable.
• Strong knowledge of Commercial customers and practices.
• Extensive knowledge of Fiber-optic infrastructure products.