Global and Federal Accounts Manager, Enterprise Networks, West Region
Corning Incorporated - San Francisco, CA

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Company Description:
Corning is the world leader in specialty glass and ceramics, creating and manufacturing keystone components that enable high-technology systems.
Corning’s history is filled with breakthrough technologies that have played an important role in the way the world works. We thrive on solving difficult, commercially relevant problems through an innovative and collaborative research and development process. Corning succeeds through sustained investment in R&D, more than 160 years of materials science and process engineering knowledge, and a distinctive collaborative culture.
Corning Cable Systems is a leading manufacturer of fiber optic and copper communications system solutions for voice, data and video network applications worldwide. Corning Cable Systems is wholly owned by Corning Incorporated.
Corning Cable Systems offers the broadest range of end-to-end fiber optic and copper product solutions for customers' telecommunications networks. Our customer-focused solutions include cables, connectors, and related hardware, and network services that include network design, project management, installation and maintenance, equipment rental and training programs.

To know more about Corning Cable Systems, visit us at: http://www.corning.com/cablesystems

Purpose of Position:
Maximize the sales of all Corning Cable System’s products to the key global accounts and federal accounts identified as strategic to the future growth and success of the company. Execute a joint sales and marketing 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 and Marketing effort within CCS. Develop strong relationships with key decision makers within the 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 Cable System’s 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 SalesForce.Com tool by your team and other CCS 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 CCS can help them meet those challenges. Provide regular feedback to CCS 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 Cable Systems, ensure that you convey the highest level of professionalism in behavior and appearance and help to fulfill all customer expectations of Corning Cable Systems as a World Class supplier.

Skill and Knowledge Requirements:
Minimum five (5) years Telecom experience required West Territory covered to include: CA, WA, OR, AZ, NV, ID, MT, CO, UT, WY, and MT Position requires 30% travel Must be able to work effectively in an unstructured environment with minimum supervision from a home based office in West Region BA or BS from an accredited 4 year institution or equivalent MBA or equivalent degree is strongly preferred Ability to motivate and drive indirect teams Excellent communication skills, habits and follow-up Strong oral and written presentation skills International experience highly desirable Experience with Business Issues Selling a plus Strong knowledge of Commercial customers and practices Knowledge of Fiber-optic infrastructure products Special emphasis on SalesForce.Com, Excel, PowerPoint and Word

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Corning Incorporated is the world leader in specialty glass and ceramics. Drawing on more than 160 years of materials science and process...