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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.
Position Description
The Regional Sales Leader, Hyper Scale/AI/DC, is responsible for meeting and exceeding sales targets for Corning within the assigned geographic territory. As an integral member of the Australia and New Zealand team and the broader APAC organisation, this role offers a challenging and rewarding opportunity for an energetic team player who can work independently and enjoys being in an individual contributor role.
Country: Australia (location to be based at either Sydney or Melbourne)
Role & Responsibilities
- Own and execute the regional sales plan; customer account plan, including territory planning, opportunity prioritisation, deliver sales orders and revenue
- Develop and manage a robust pipeline of opportunities to consistently meet or exceed sales and revenue targets.
- Lead complex enterprise and data centre sales engagements, from opportunity identification through to contract close.
- Build and maintain strong relationships across the AI, data centre and cloud ecosystem, including end customers, consultants, hyperscalers, channel partners, system integrators and delivery partners.
- Collaborate closely with global account teams, product line managers, applications team and global account leaders to identify opportunities and align solutions to customers requirements within the market region.
- Represent Corning’s brand, values and technical leadership in the market.
- Provide regular sales forecasts, progress updates and market insights to regional and APAC leadership.
- Travel interstate and within the region as required to support customer engagement and business development.
- Other duties as required
Requirements
Context/Environment: Corning plays a major role in the global connectivity ecosystem. Corning’s Enterprise and Cloud solutions enable customers to deliver content at scale, securely and at speed. We are growing in the ANZ region and have repositioned this role to support that growth.
i. Knowledge, Skills & Experience Required:
- 8–10+ years’ experience in the data centre, AI, cloud telecommunications or defence technology industry.
- Proven track record of consistently meeting or exceeding sales and revenue targets in the AI, data centre, cloud and enterprise markets.
- Strong understanding of the data centre and AI ecosystem, including hyperscalers, government, enterprise and emerging cloud players and how to capture opportunities across these markets.
- Solid technical understanding of optical fibre infrastructure and network solutions for data centre and enterprise environments.
- Established professional network within the enterprise, data centre or cloud ecosystem, recognized as a proactive problem solver.
- Experience developing and executing territory or business plans and clearly communicating priorities to stakeholders.
- Ability to work independently in a hybrid, field-based role, with strong discipline in opportunity and pipeline management.
- Strong customer engagement skills and willingness to travel interstate (typically 25%+)
- University degree (preferably in Engineering, Business Administration or a related technical discipline).
ii. Key Success Factors:
- Excellent communication, persuasion and influencing skills at all levels with both internal and external stakeholders.
- Structured and disciplined approach to sales execution and business development.
- Astute commercial judgement and strong negotiation skills.
- Ability to manage multiple opportunities with limited supervision.
- Professional maturity, resilience and adaptability in a fast-growing market.
iii. Working Relationships:
This position reports to VP Regional Sales APAC.
Internal:
- ANZ and APAC sales peers
- Technical and customer care teams
- Product line managers
- Global Account Leaders based in USA
- Colleagues of other functions
External:
Customers, consultants, sales channels, installers, system integrators, developers and end users (including organisations building data centres, and enterprise and cloud infrastructure).
