Global Account Manager, India (67601)

Requisition Number: 67601

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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 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.

Job Location: Mumbai

Purpose of Position:

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 OCs 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 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 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

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