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Global Account Manager

Global Account Manager

ConfidentialBengaluru / Bangalore
30+ days ago
Job description

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 / Marketing / Technology effort within Corning OC.
  • Familiarity with Global Hyperscale DC, IT Service Provider, and Co-Location DC business models.
  • Serve as owner of the commercial strategy for key accounts and develop strong relationships with key decision makers within each 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 OC's products.
  • Apply strategic thinking to develop account plans and ultimately grow the business.
  • Ensure alignment with 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 and input weekly forecast data.
  • Ensure full utilization of the SalesForce.Com tool by your team and other Corning OC employees.
  • Develop and maintain a thorough understanding of the Enterprise Networks global business to recognize opportunities and provide accurate forecasts.
  • Be perceived by strategic customers as both a problem solver and a professional partner.
  • Serve as a consultant to strategic customers, distribution partners, and any other stakeholders as necessary.
  • Develop a working knowledge of the challenges facing strategic global accounts and how Corning OC can help them meet those challenges.
  • Provide regular feedback to Corning OC Marketing group regarding pricing, market / technology trends, product and market opportunities.
  • Provide input into the refinement of component and solutions value propositions.
  • Ensure professionalism in behavior and appearance as a field representative of Corning OC, fulfilling all customer expectations as a World-Class supplier.

Skills and Knowledge Requirements :

  • Minimum ten (10) years Telecom experience required; Data Center sales experience strongly desired.
  • Minimum five (5) years of experience as Sales Engineer within Corning Optical Communications.
  • Experience selling large / complex accounts with emphasis on data center sales.
  • Territory covered to include Global Strategic Accounts, prefer North Carolina location.
  • Position requires up to 50% travel.
  • Ability to work effectively in an unstructured environment with minimum supervision from a home-based office.
  • BA or BS from an accredited 4-year institution or equivalent; MBA or equivalent degree is strongly preferred.
  • Familiarity with Global Mega / Hyper DC IT business model(s).
  • Experience with developing new business in large / global customers.
  • Ability to motivate teams and drive indirect reports.
  • Excellent communication skills, habits, and follow-up.
  • Strong oral and written presentation skills.
  • International experience highly desirable.
  • Strong knowledge of Commercial customers and practices.
  • Extensive knowledge of Fiber-optic infrastructure products.

    • Skills Required

    Sales Forecasting, Salesforce.com

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