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.
Purpose of Position
In this role, we look for you to drive the adoption of new innovations at the major HSDC customers. Provide extensive technical sales and engineering support to the HSDC Program and strategic account teams. Build deep local relationships with key customer contacts, design consultants and installers.
Key Responsibilities
1. Solution Design & Implementation
- Drive the innovation adoption process for hyperscale, strategic and global accounts, to create a preference for Corning products early in the design phase. Provide consultative support to secure a Corning specification and incremental revenue for large opportunities.
- Work closely with customers to define their needs and provide innovative solutions that meet their specific requirements.
- Work with Market Development, PLM Application Solutions, and Program Management Office to conduct detailed Customer Insight Research sessions in order to identify customers’ core needs and sales opportunities for Corning. These include observation of installations and processes, interviews, and ad-hoc engagements.
2. Technical Support & Engineering
- Act as Subject Matter Expert (SME) for assigned Hyperscale DC sites. Provide technical & engineering support to strategic & global account teams to ensure that all technical requirements are fulfilled.
- Facilitate field trials and define criteria for successful trial. Track and forecast customer timing to start purchasing and deploying new innovations.
- Provide technical support to customers during implementation and deployment phases.
3. Sales & Pre-Sales Support
- Develop customer, installer, consultant, integrator champions for the innovations and build/maintain relationship.
- Provide recommendations for network infrastructure design and new innovations tailored to meet specific customer needs in dealing with complex technical challenges across various data center networking applications.
- Assist with the review of technical specifications and compliance, BOM development for bids and tenders.
4. Market Analysis & Strategy
- Stay up to date on the latest trends and advancements in optical networking, specifically focusing on the roadmap for ethernet, infiniband and DCI technologies.
- Conduct market research to identify potential opportunities to build network infrastructure at scale.
- Contribute to the development of the strategies to expand Corning’s demand position (CDP) in APAC.
5. Collaboration & Training
- Share knowledge by training our internal Global Technical support staff and global sales teams who provide global account management support with global understanding of products being deployed and troubleshooting best practices.
- Leverage thorough, complete and comprehensive understanding of TIA standards and best practices and apply them to technical responses for RFI/RFQ opportunities.
- Engagement of other cross functional resources to assist customer (Engineering Services, Customer Service, Product Line Management, Manufacturing, Technology, Research and Development) through regular use of ingenuity, creativity, and problem solving.
This position is responsible for ensuring that the following communication links take place and are effective:
- From Marketing and Market Development to Global Account Management (Sales). Information regarding new products, standards, design tends, and emerging markets must be effectively communicated to the sales team.
- From Strategic Account Management (Sales) to our customers. This position is tasked with traveling with our sales team and ensuring that the appropriate pre- and post-sale technical messages are delivered to the customer.
- From our customers to our company. Voice of Customer/Customer feedback must be understood and effectively communicated to the appropriate people within Market Development and Product Line Management.
Travel Required:
- Up to 50% travel within APAC.
Required Education:
- Bachelor’s degree in an engineering or science field
Required Years and Area of Expertise:
- Minimum of 3-5 years of sales, project management, or data center product or design experience required
- Prefer prior experience as a Field Engineer, Systems Engineer and/or Applications Engineer, technical designer, Installation contractor, or managing installation projects
Required Skills:
- Strong commercial skills and business acumen
- Demonstrated presentation skills and experience
- Strong technical and analytical skills
- Experience with Microsoft suite of products (Excel, MS Project, Word, SharePoint, PowerPoint)
- Ability to create and foster customer relationships
- Commercial knowledge of customers and practices for data centers preferred
- Strong knowledge of Data Center networks preferred
Soft Skills:
- Effective time management, organization, and reporting skills
- Ability to prioritize and effectively manage competing requirements
- Effective written and verbal communication skills
