Business Development Manager Photonics Connectivity Solutions
About The Position
The Business Development Manager drives engagements, develops business opportunities, and maximizes sales of Corning Optical products to datacenter OEMs and other accounts. The role develops and executes account strategies and leads or motivates multifunctional teams as needed to achieve account objectives and revenue targets. It requires up to 50% travel and the ability to work effectively in an unstructured environment with minimal supervision. The role develops an understanding of customer needs, challenges, account structures, and decision-makers; communicates Corning’s value proposition; and builds relationships with customer accounts and ecosystem partners. It manages commercial strategy and the buying process, coordinates global sales, marketing, technology, and operations efforts, and works with the Data Center Business Unit to pursue opportunities with hyperscalers including Meta, Microsoft, Oracle, and Google. The position also provides regular updates to senior management, maintains account plans in Salesforce.com, and shares market, technology, product, competitive, and pricing information with colleagues.
Requirements
- Bachelor’s degree from an accredited four-year institution in an engineering-related discipline.
- Knowledge of optical fibers, optics, and connectivity products, with high familiarity with datacenter and/or telecommunications optical networking.
- Ten years of datacom/telecom experience focused on business development or sales.
- Experience developing new business within large global customers.
- Strong strategic-thinking skills with documented experience.
- Strong knowledge of Corning commercial operations and practices.
- High proficiency with Salesforce.com, Excel, PowerPoint, and Word.
Nice To Haves
- MBA or equivalent degree and strong business acumen.
- Engineering or technical degree.
- Experience as a Sales Engineer, Account Manager, Business Development Manager, Product Line Manager, or in a relevant technical position within Corning Optical Communications.
- Experience managing a sales and/or program team.
- Ability to lead multiple projects and opportunities to grow business with the target account and its key ecosystem partners.
Responsibilities
- Develop knowledge of account needs, challenges, structures, and key influencers.
- Understand and clearly communicate Corning’s value proposition in line with account needs, and sell Corning’s value.
- Work with early-stage and existing accounts, engaging effectively with stakeholders from senior executives to junior buyers to solicit purchase orders.
- Map customer ecosystems and sell into them to establish and deliver Corning value.
- Build a reputation with accounts and ecosystem partners as a problem solver and business partner.
- Apply strategic thinking and lead global execution to grow the business and meet or exceed objectives and targets.
- Develop and drive global account strategies through coordinated Sales, Marketing, Technology, and Operations efforts within Corning Optical Communications.
- Form, manage, and influence indirect teams to coordinate selling efforts and meet account objectives.
- Own commercial strategy for accounts and key ecosystem partners while developing relationships with customer decision-makers.
- Develop and orchestrate a senior-management contact plan to leverage relationships at all levels.
- Manage the buying process within accounts and key ecosystem partners to create preference for Corning Optical Communications products and solutions.
- Present progress updates to senior management regularly.
- Ensure full use of Salesforce.com CRM account-planning tools.
- Provide peer groups with regular feedback on market and technology trends, product and market opportunities, competitive information, and pricing.
- Maintain professional behavior and appearance and fulfill customer expectations of Corning Optical Communications as a world-class supplier.
- Work with the Data Center Business Unit to pursue opportunities with hyperscalers, including Meta, Microsoft, Oracle, and Google.
Benefits
- Company-wide bonuses and long-term incentives.
- Company-paid pension benefit with fixed contributions.
- 401(k) savings plan with matching contributions.
- Medical, dental, and vision benefits.
- Paid parental leave and family-building support.
- Fitness benefits.
- Company-paid life insurance and disability benefits.
- Disease-management programs.
- Paid time off.
- Employee Assistance Program (EAP).
- Recognition program.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
