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New Jersey, NJ Full Time Posted by: Jobs2Web (Posting) Posted: Friday, 15 January 2021

Requisition Number: 43645

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:

As a National Account Director, you are responsible for creating and cultivating long-term relationships that drive in-building wireless and fiber optic networking business through network operators and other assigned national accounts. Your extensive network of executive relationships with these customers will enable you to grow established accounts and introduce new prospects to Corning. Your work will focus on driving preference for Corning's product offerings with headquarters business and technology organizations as well as regional organizations where you will leverage Corning's field sales force. Internally, you will align your customers with Corning's marketing, engineering services, sales and support organizations to drive and convert a pipeline of new business. Externally, you will align your customers with partners, including sales channels and systems integrators, to leverage relationships with senior leaders in enterprise markets to convey the value of fiber optic infrastructure and in-building wireless. You will be required to have both sales and technical expertise in cellular networks and related technologies.


  • Lead Corning's relationships with assigned network operators to create and win opportunities for in-building wireless and fiber optic networking solutions.
  • Cultivate relationships between your customers and Corning's key commercial partners: consultants, distributors, re-sellers and systems integrators to drive preference and new business for Corning in-building wireless and fiber optic networking solutions.
  • Align your customers with Corning's enterprise and carrier sales teams to maximize cross-selling and to identify and close opportunities, while coordinating closely to minimize channel conflict and maximize team collaboration
  • Achieve your assigned quota.
  • Partner with internal stakeholders to ensure that all pre and post sales customer needs are met.
  • Leverage industry trade groups and organizations to support and drive business to your customers.
  • Represent Corning at conferences and seminars.
  • Leverage Corning resources to ensure that your customers:

-Are trained on Corning active and passive solutions

-Articulate Corning's competitive advantage in the marketplace

-Communicate Corning's value through case studies, promotions and social media

  • Generate an annual sales plan with metrics and provide quarterly progress to the VP, In-Building Wireless
  • Collaborate with marketing to develop and deploy campaigns and incentive offerings.
  • Collaborate with wireless and enterprise sales teams to use of to document all sales activities, contacts, and opportunity forecasts- update in real time. You will carry a quota, as well as team level and company level objectives.


  • Domestic travel of approximately 50%


  • Full-time, 40 hours/week+

Experience and Desired Skill Sets:

  • 10 years demonstrated key account management experience creating and cultivating of long-term, multi-product relationships with wireless network operators.
  • 10-15 years demonstrated experience in direct sales with successful track record of meeting and exceeding quota.
  • Extensive cellular industry product and application knowledge, specifically in the radio access network.
  • Network of executive relationships in top tier US wireless network operators
  • Desired subject matter expertise selling some or all of the following:

-Wireless Radio Access Network (RAN) solutions and equipment

-Network Infrastructure

-Passive Optical Networks

-Fiber Optic Communications

-Network Convergence

-Wi-Fi and/or Wireless LAN


  • Bachelor's degree required -- prefer business, engineering, or related industry

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.

We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation.

New Jersey, NJ, United States of America
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1/15/2021 6:45:36 PM

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