Global Account Manager, India (Data Center Sales)

Maximize the sales of all Corning Optical Communications 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.

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 of 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 that we are in sync with our 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; 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 our strategic customers as both a problem solver and a professional partner.
• Serve as a consultant to our strategic customers, our distribution partners and any other stakeholders as necessary
• Develop a working knowledge of the challenges facing our strategic, global accounts and how Corning OC can help them meet those challenges
• Provide regular feedback to Corning OC Marketing group re: pricing, market/technology trends, product and market opportunities, etc.
• Provide input into the refinement of component and solutions value propositions
• As field representatives of Corning OC, ensure that you convey the highest level of professionalism in behavior and appearance and help to fulfill all customer expectations of Corning OC as a World Class supplier

Skill and Knowledge

• 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
• 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/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