Territory Sales Manager

Requisition Number: 77111   The company built on breakthroughs. ​   Join us.​                                                                                Corning is one of the world’s leading innovators in glass, ceramic, and materials science. From the depths of the ocean to the farthest reaches of space, our technologies push the boundaries of what’s possible.  ​     How do we do this? With our people. They break through limitations and expectations – not once in a career, but every day. They help move our company, and the world, forward. ​     ​At Corning, there are endless possibilities for making an impact. You can help connect the unconnected, drive the future of automobiles, transform at-home entertainment, and ensure the delivery of lifesaving medicines. And so much more.​      ​Come break through with us.   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. Overview Corning Incorporated is a world leader in specialty glass, ceramics, and optical physics — and at Corning Optical Communications (COC), we’re powering the connected world. We are seeking a Territory Sales Manager to grow our presence across Georgia and Alabama, selling our end-to-end optical networking solutions to enterprise customers through a broad ecosystem of distributors, contractors, consultants, and end users. Primary Day-to-Day Responsibilities

Build and execute a territory sales plan; meet or exceed revenue targets across all assigned telecommunications product lines Develop and manage relationships across the full channel ecosystem — distributors, contractors, cable assembly houses, consultants, and end users — to maximize territory sales penetration Drive product preference through regular consultative sales calls; manage the buying process at strategic accounts to position Corning solutions over competitors Serve as a solutions consultant to customers and distribution partners; deliver education and training programs to distributor teams to strengthen their ability to sell Corning products Maintain an active Opportunity Board of projects valued above $25K; provide accurate pipeline and forecast updates in Salesforce.com Partner with the Regional Manager and internal Corning teams to maximize resources, align on territory priorities, and support company growth objectives

B.S. or B.A. degree required; technical degree preferred.  Valid driver’s license Ability to travel up to 75% across the assigned territory (Georgia and Alabama) Proficiency in Salesforce.com for pipeline management, opportunity tracking, and forecasting Demonstrated experience in consultative or solution selling within a multi-channel sales environment

3 + years of sales or marketing experience in telecommunications, fiber optics, or a related technical field Experience selling through distribution channels or managing contractor and consultant networks Ability to develop and deliver customer education and training programs Familiarity with Corning’s optical networking solutions and how they address enterprise connectivity needs

Skills / Competencies

Applies consultative selling techniques — probes for customer challenges,