Technical Account Manager

1. Position Description

The Technical Account Manager is responsible for driving profitable sales growth by combining strong technical expertise with commercial leadership across assigned customers, territories, and market segments. The role serves as a trusted advisor to customers, channel partners, consultants, and system integrators, developing technical solutions that meet customer requirements while advancing Corning's strategic business objectives.

The incumbent leads technical selling activities, identifies new business opportunities, develops customer relationships, and supports the successful specification, adoption, and deployment of Corning's Data Centre Business Unit (DCBU) solutions across ANZ.

2. Responsibilities

Sales Growth & Business Development

• Develop and execute territory and account plans aligned with ANZ commercial strategy.
• Achieve sales revenue, margin, and growth targets.
• Build and maintain a qualified opportunity pipeline.
• Identify new business opportunities and emerging market trends.
• Promote Corning's value proposition to end users, consultants, channel partners, and system integrators.
• Participate in sales forecasting, business reviews, and strategic planning activities.

Technical Sales Leadership

• Act as the technical subject matter expert for DCBU solutions.
• Provide technical consultation and solution design support to customers and channel partners.
• Review technical specifications, drawings, tender documents, and project requirements.
• Recommend appropriate Corning solutions based on customer needs and industry standards.
• Support RFIs, RFQs, RFPs, and tender submissions.
• Develop solution proposals, system architectures, bills of materials, and technical documentation.

Customer & Channel Engagement

• Establish trusted relationships with key decision makers, consultants, engineers, architects, and procurement stakeholders.
• Regularly engage customers to understand business drivers, technology roadmaps, and project opportunities.
• Support sales channel development and enablement activities.
• Deliver customer presentations, workshops, demonstrations, and technical seminars.
• Resolve technical and commercial issues in a timely and professional manner.

Market Intelligence

• Monitor industry developments, competitor activities, and technology trends.
• Gather and communicate customer feedback to Product Line Management, Marketing, and Business Development teams.
• Identify opportunities to improve Corning's market positioning and customer value proposition.
• Contribute to market development initiatives and strategic growth opportunities.
• Cross-Functional Collaboration and partner closely with: Product Line Management, Marketing, Customer Care, Supply Chain, Application Engineering, Finance, Global Account Teams
• Support successful project execution from opportunity identification through customer deployment.
• Ensure customer expectations are aligned with operational capabilities and delivery commitments.

3. Requirements

Education

• Tertiary level education in science or related engineering discipline.

Experience

• At least 5 years’ experience in the IT/Datacoms market is desirable – local Australian experience will be highly regarded.
• Highly sound technical comprehension of Cables and Passive Optical Fibre Hardware products and associated system solutions will be an advantage. Solid working knowledge of cloud/datacenter/AI fiber optics architecture

Skills

• Knowledge of Optical Fibre theory

• Strong computers skills (MS Windows based: Power point, Word, Excel, Visio)

• Strong writing/communication skills. Strong English spoken and written skills.

• Ability to convey technical, complex ideas to highly technical customers/colleagues or equally less technically inclined customers/colleagues.

• Experience in making formal presentations to Customers.

• Ability to present/give training comfortably in front of groups from 10-50 people.

• Other Skills

• Good organisational skills with the ability to handle multiple projects with minimal supervision.

• Ability to provide support to Customers outside normal business hours when required.

• Must be responsive and customer focussed

• Ability to work comfortably in a team to support others, learn from others and share information with others.

• Innovative and a team player.

• 4. Travel Requirements

• Flexibility to travel at short notice to local and interstate locations including overnight stays.