Federal Account Manager, West, In-Building Networks:

Los Angeles California

Purpose of Position: Maximize the sales of all Corning Optical Communication’s products to key federal accounts identified as strategic to the future growth and success of the company. Execute a joint sales and marketing plan for assigned accounts that can be implemented across geographic boundaries.

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 and Marketing effort within COC. 
  • Develop strong relationships with key decision makers within the 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 Optical Communications’ products. 
  • Apply strategic thinking to develop account plans and ultimately grow the business. 
  • Ensure that we are in sync with our 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; input weekly forecast data 
  • Ensure full utilization of the SalesForce.Com tool by your team and other COC employees. 
  • Develop and maintain a thorough understanding of the In-Buildnig Networks global business to recognize opportunities and provide accurate forecasts. 
  • Be perceived by our strategic customers as both a problem solver and a professional partner. 
  • Serve as a consultant to our strategic customers, our distribution partners and any other stakeholders as necessary. 
  • Develop a working knowledge of the challenges facing our strategic, global accounts and how COC can help them meet those challenges. 
  • Provide regular feedback to COC Marketing group re: pricing, market/technology trends, product and market opportunities, etc. 
  • Provide input into the refinement of component and solutions value propositions. 
  • As field representatives of Corning Optical Communications, ensure that you convey the highest level of professionalism in behavior and appearance and help to fulfill all customer expectations of Corning Optical Communications as a World Class supplier.

Skill and Knowledge Requirements: 

  • Minimum five (5) years Telecom experience required 
  • Experience working with the Federal Government on Federal contracts
  • Position requires 30% travel 
  • Must be able to work effectively in an unstructured environment with minimum supervision from a home based office in West Region 
  • BA or BS from an accredited 4 year institution or equivalent experience 
  • MBA or equivalent degree is strongly preferred 
  • Ability to motivate and drive indirect teams 
  • Excellent communication skills, habits and follow-up 
  • Strong oral and written presentation skills 
  • International experience highly desirable 
  • Experience with Business Issues Selling a plus 
  • Strong knowledge of Commercial customers and practices 
  • Knowledge of Fiber-optic infrastructure products 
  • Special emphasis on SalesForce.Com, Excel, PowerPoint and Word
Basic Qualifications