Account Manager (PCS)
At a glance
Mid-level Account Management role at Corning. Taipei.
Pay not stated
Growth Roles summary, based on the employer's posting.
What you'll do
- Build account plans for ODM customers and turn CPO/NPO solution opportunities into growth and revenue
- Learn each account’s structure, needs, influencers, and challenges, then connect them to Corning’s product value
- Develop trusted relationships with customer decision-makers and ecosystem partners as a technical business adviser
- Coordinate Marketing, Technology, and Operations while guiding global teams through the customer buying process
- Update senior leaders and internal stakeholders on progress, priorities, competition, pricing, and market opportunities
What you bring
- A bachelor’s degree from an accredited four-year institution is required
- Bring optical fiber, optics, and connectivity knowledge across datacenter or telecom optical networking
- Have at least five years in business development or sales, or at least ten years in a relevant technical role
- Show experience creating new business with ODM or OEM customers and applying strategic thinking
- Work confidently with Salesforce.com, Excel, PowerPoint, and Word
Who this fits
You’ll suit a strategic account leader who can influence direct and indirect teams, manage complex ODM relationships, and operate with limited supervision. The territory covers ODM sites across Asia, with travel reaching half of the role. The work involves coordinating across PCS and DCBU and engaging senior management, while experience managing sales or program teams and international technical work can strengthen your fit.
From the employer
Role Purpose
Develop strategy and drive execution of business growth for ODM-built solutions with CPO/NPO solutions. Lead and motivate multi-functional teams as needed to achieve key account objectives and revenue targets. Requires close collaboration across PCS and DCBU teams in a rapidly changing market, complex ecosystem, and highly dynamic product environment.
The territory for this position will include ODMs with key locations across Asia. The position will require up to 50% travel and the ability to work effectively in an unstructured environment with little supervision.
Key Responsibilities
- Develop a deep understanding of account needs, challenges, organizational structure, and key influencers, and clearly articulate the value proposition of COC’s products and solutions in alignment with those needs
- Build and maintain strong relationships with key customer decision-makers and ecosystem partners, and be recognized by customers as a technical consultant, problem solver, and trusted business partner
- Own the commercial strategy for the account by developing and driving an account strategy, coordinating cross-functional efforts across Marketing, Technology, and Operations within COC to support business growth and achieve or exceed key objectives
- Apply strategic thinking to lead global execution, align and influence direct and indirect teams, and manage the buying process within the account to build preference for Corning products and solutions.
- Develop and execute a senior management engagement plan to leverage relationships at all levels and strengthen strategic account partnerships
- Provide regular progress updates to senior management and ensure full utilization of SalesForce.com CRM account planning tools to support account management and execution
- Deliver regular feedback to internal stakeholders on account market and technology priorities, product and market opportunities, competitive dynamics, pricing, and other relevant commercial insights
Experiences/Education - Required
- Bachelor’s Degree from an accredited 4-year institution
- Knowledge of optical fibers, optics and connectivity products, with high level of familiarity with datacenter and/or telecom optical networking
- Minimum 5 years of experience with focus on Business Development or Sales; or minimum of 10 years of experience as an AE/SE, PLM, Commercial Technology or relevant technical position
- Experience developing new businesses within ODMs / OEMs
- Strong strategic thinking skills with documented experience
- Strong knowledge of Corning commercial operations and practices
- High level of proficiency with SalesForce.Com, Excel, PowerPoint and Word
Experiences/Education - Desired
- MBA or equivalent degree, strong business acumen
- Experience managing a sales and/or program team
- International experience in a technical business domain
- Ability to lead multiple projects and opportunities to grow business
- Excellent communication skills at all levels, habits and follow-through
- Strong oral, written and presentation skills
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