About this role
About the Role
Profitably increase sales of Corning Optical Communications Enterprise products with existing and new customers. Lead and manage a geographically dispersed team of remote Territory Managers to deliver results at/above target through hiring, training, development, and retention. Partner closely with stakeholders across the COC organization. What You'll Do
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Lead the region to meet or exceed sales targets for Corning Optical Communications Enterprise solutions, including data center, local area network, and campus offerings.
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Hire, onboard, develop, and retain a high-performing team of Territory Managers.
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Provide ongoing coaching, mentoring, and field support to Territory Managers to strengthen performance and solution-selling capabilities, including regular joint sales calls and in-market feedback.
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Conduct weekly pipeline and performance reviews in Salesforce.com (SFDC) to monitor activity, forecast accuracy, opportunity progression, and account management effectiveness.
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Maintain deep visibility into major regional opportunities through consistent review of Territory Manager pipelines and strategic sales activities.
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Build and sustain strong relationships with key contractors, consultants, and end users across the Enterprise market, including Fortune 1000, financial, industrial, education, federal, healthcare, and state/local government segments.
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Develop collaborative partnerships with distribution channel leadership and leverage distributor sales teams to expand market reach and drive growth. What We're Looking For
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Bachelor’s degree.
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Minimum 7 years of successful, relevant sales experience with local and large national customers; demonstrated ability to transition from individual quota to leading a team to exceed targets and outgrow the market.
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Demonstrated leadership skills with prior success in at least one supervisory role.
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Negotiation and conflict-resolution experience; success negotiating multi-year, multi-million-dollar projects/contracts.
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Analytical skills; proficiency in Excel, Word, PowerPoint, and Salesforce.com.
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Travel required >50%.
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Northeast Region location: New England; PA, NJ, MA, CT, DE. Nice to Have
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Strong technical acumen and understanding of the Enterprise market and optical technologies used in Data Center and LAN/WAN (products, customers, competitor).