Business Development Manager

Corning•City of Corning, NY

5d•$151,673 - $208,551

About The Position

The Business Development Manager drives customer engagement, develops business opportunities, and maximizes sales of Corning Optical products to datacenter OEM and other accounts. The role develops and executes account strategies and leads and motivates multifunctional teams as needed to achieve key account objectives and revenue targets. The position may require up to 50% travel and requires working effectively in an unstructured environment with minimal supervision. The role owns commercial strategy for assigned accounts and key ecosystem partners, building relationships with customer decision-makers and coordinating sales, marketing, technology, and operations efforts globally. The manager works with the Data Center Business Unit to pursue opportunities with hyperscalers, including Meta, Microsoft, Oracle, and Google.

Requirements

Bachelor’s degree from an accredited four-year institution in an engineering-related discipline.
Knowledge of optical fibers, optics, and connectivity products, with a high level of familiarity with datacenter and/or telecom 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 detailed knowledge of account needs, challenges, structure, and key influencers.
Understand and clearly communicate Corning’s value proposition in line with account needs and challenges, and sell Corning’s value.
Work with early-stage accounts and manage existing accounts, engaging effectively with senior executives and junior buyers to solicit purchase orders.
Map account ecosystems and sell into them to communicate and realize Corning’s value.
Act as a problem solver and business partner to accounts and their ecosystem partners.
Apply strategic thinking and lead global execution to grow the business and meet or exceed objectives and targets.
Develop and drive global account strategy 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 key customer decision-makers.
Develop and coordinate 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 regular progress updates to senior management.
Ensure full use of SalesForce.com CRM account-planning software 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 help meet customer expectations of Corning Optical Communications as a world-class supplier.
Work closely with the Data Center Business Unit to pursue opportunities with hyperscalers, including Meta, Microsoft, Oracle, and Google.