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Regional Carrier Sales Manager, Mid Atlantic

Corning is one of the world's leading innovators in materials science. For more than 160 years, Corning has applied its unparalleled expertise in specialty glass, ceramics, and optical physics to develop products that have created new industries and transformed people's lives.

Corning succeeds through sustained investment in R&D, a unique combination of material and process innovation, and close collaboration with customers to solve tough technology challenges.

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.
Scope of Position: Co-develop and implement sales plan to maximize Corning Optical Communications (COC) product and service sales to AT&T/VzW/T-Mobile/Sprint for the assigned geographic region. The maximization of sales will be accomplished while maintaining positive customer relationships across key functional areas of the Carriers and internal to COC.
Day to Day Responsibilities:
  • Meet or exceed annual sales budget for assigned region or products
  • Manage personal sales expense budget at or below annual target
  • Work with the Carriers to successfully win new business together focused on the ONE platform.
  • Provide training, design support, business case support and answer technical questions to win key deals
  • Work effectively with the Market Development, Channel, Territory and Product Management Groups to launch new programs and solutions to the market
  • In conjunction with Account Manager, other carrier area sales managers, marketing, and market development co-develop strategic account/territory plans.
  • Prepare strategic account/territory presentation as required
  • Maintain a high level of knowledge regarding Corning products and their applications to customers' networks
  • Develop a complete understanding of carrier organization and develop close business relationships with key decision makers and influencers in assigned territory.
  • Maintain a high level of knowledge about the customer's business objectives in order to recognize opportunities and to maximize sales of COC solutions.
  • Act in a consultative role to the customer to ensure that they specify ONE converged products and those they can easily order, receive, utilize and/or install those solutions.
  • Provide weekly activity reports and monthly reports as appropriate.
Travel Requirements: 75% - Candidate will be required to travel throughout geographic region
Required Education: College Degree; MBA preferred
Required Years and Area of Experience:
  • 5 Years of Experience in telecom related sales
  • 10 preferred with experience selling to AT&T/ VzW/T-Mobile and Sprint
  • Knowledge of telecommunications customers and commercial practices
  • Strong organizational, planning and decision making ability (including prioritization and time management skills)
  • Knowledge of telecommunications market areas: Wireline, Wireless, Datacenters
  • Excellent verbal and written communication skills
Desired Skills:
  • Knowledge of COC's product solutions, specifically Wireline, Wireless, and Datacenters
  • Previous experience selling to large Telecom customers
  • Existing contacts within the customer base

This position does not support immigration sponsorship.
We prohibit discrimination on the basis of race, color, gender, age, religion, national origin, sexual orientation, gender identity or expression, disability, or veteran status or any other legally protected status.

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  • Company: Corning
    (view all jobs of this company)
  • Location: Washington
  • State: DC
  • Category: Sales
  • Posted on: Feb-06-2019
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