Job Description

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.

Purpose Of Position

In this role, we look for you to drive the adoption of new innovations at the major HSDC customers. Provide extensive technical sales and engineering support to the HSDC Program and strategic account teams. Build deep local relationships with key customer contacts, design consultants and installers.

Key Responsibilities

Solution Design & Implementation
Drive the innovation adoption process for hyperscale, strategic and global accounts, to create a preference for Corning products early in the design phase. Provide consultative support to secure a Corning specification and incremental revenue for large opportunities.
Work closely with customers to define their needs and provide innovative solutions that meet their specific requirements.
Work with Market Development, PLM Application Solutions, and Program Management Office to conduct detailed Customer Insight Research sessions in order to identify customers core needs and sales opportunities for Corning. These include observation of installations and processes, interviews, and ad-hoc engagements.
Technical Support & Engineering
Act as Subject Matter Expert (SME) for assigned Hyperscale DC sites. Provide technical & engineering support to strategic & global account teams to ensure that all technical requirements are fulfilled.
Facilitate field trials and define criteria for successful trial. Track and forecast customer timing to start purchasing and deploying new innovations.
Provide technical support to customers during implementation and deployment phases.
Sales & Pre-Sales Support
Develop customer, installer, consultant, integrator champions for the innovations and build/maintain relationship.
Provide recommendations for network infrastructure design and new innovations tailored to meet specific customer needs in dealing with complex technical challenges across various data center networking applications.
Assist with the review of technical specifications and compliance, BOM development for bids and tenders.
Market Analysis & Strategy
Stay up to date on the latest trends and advancements in optical networking, specifically focusing on the roadmap for ethernet, infiniband and DCI technologies.
Conduct market research to identify potential opportunities to build network infrastructure at scale.
Contribute to the development of the strategies to expand Corning's demand position (CDP) in APAC.
Collaboration & Training
Share knowledge by training our internal Global Technical support staff and global sales teams who provide global account management support with global understanding of products being deployed and troubleshooting best practices.
Leverage thorough, complete and comprehensive understanding of TIA standards and best practices and apply them to technical responses for RFI/RFQ opportunities.
Engagement of other cross functional resources to assist customer (Engineering Services, Customer Service, Product Line Management, Manufacturing, Technology, Research and Development) through regular use of ingenuity, creativity, and problem solving.

This position is responsible for ensuring that the following communication links take place and are effective:

From Marketing and Market Development to Global Account Management (Sales). Information regarding new products, standards, design tends, and emerging markets must be effectively communicated to the sales team.
From Strategic Account Management (Sales) to our customers. This position is tasked with traveling with our sales team and ensuring that the appropriate pre- and post-sale technical messages are delivered to the customer.
From our customers to our company. Voice of Customer/Customer feedback must be understood and effectively communicated to the appropriate people within Market Development and Product Line Management.

Travel Required

Up to 50% travel within APAC SEA.

Required Education

Bachelor's degree in an engineering or science field

Required Years And Area Of Expertise

Minimum of 3-5 years of sales, project management, or data center product or design experience required
Prefer prior experience as a Field Engineer, Systems Engineer and/or Applications Engineer, technical designer, Installation contractor, or managing installation projects

Required Skills

Strong commercial skills and business acumen
Demonstrated presentation skills and experience
Strong technical and analytical skills
Experience with Microsoft suite of products (Excel, MS Project, Word, SharePoint, PowerPoint)
Ability to create and foster customer relationships
Commercial knowledge of customers and practices for data centers preferred
Strong knowledge of Data Center networks preferred

Soft Skills

Effective time management, organization, and reporting skills
Ability to prioritize and effectively manage competing requirements
Effective written and verbal communication skills

This position does not support immigration sponsorship.

We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, disability status or any other legally protected status.