Business Development Manager

Requisition Number: 72813

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.

Drive engagements, develop business opportunities and maximize sales of Corning Optical products to datacenter OEM accounts. Develop and execute account strategies. Lead and motivate multi‑functional program team as needed to achieve key account objectives and revenue targets.

• Develop deep knowledge of account needs & challenges, as well as structure & key influencers
• Develop a deep understanding and ability to clearly articulate value proposition in accordance to the account’s needs and challenges.
• Be perceived by accounts and their ecosystem partners as a problem solver and business partner
• Apply strategic thinking and lead global execution efforts to grow the business and meet or exceed key objectives and targets
• Develop and drive global account strategy, with a coordinated Sales / Marketing / Technology / Operations effort within Corning OC. Form, manage and influence indirect teams to coordinate selling efforts and meet account objectives
• Serve as “owner” of the commercial strategy for the accounts and key ecosystem partners, while developing strong relationships with key customer decision makers
• Develop and orchestrate a Senior Management contact plan to leverage relationships at all levels
• Manage the buying process within the account and key ecosystem partners to create a preference for Corning OC’s products and solutions
• Present progress updates to senior management on a regular basis
• Ensure full utilization of the  CRM account planning software tools
• Provide regular feedback to peer groups regarding market/technology trends, product and market opportunities, competitive information, pricing, etc.
• Convey the highest level of professionalism in behavior and appearance, and help fulfill all customer expectations of Corning OC as a World Class supplier

• 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
• Several years datacom/telecom experience with focus on business development or sales
• Experience developing new businesses within large global customers
• Strong strategic thinking skills with documented experience
• High level of proficiency with , Excel, PowerPoint and Word

• MBA or equivalent degree, strong business acumen
• Engineering or technical degree
• Experience as a Sales Engineer, Product Line Manager or relevant technical position within Corning Optical Communications
• Experience managing a sales and/or program team
• Ability to lead multiple projects and opportunities to grow our business with the target account and their key ecosystem partners

This role can be performed remotely…