Market Development Manager for Data Centers


Location: Charlotte, NC, US, 28216

Company: Corning

Corning is one of the orld’s leading innovators in materials science. For more than 160 years, Corning has applied its unparalleled expertise in specialty glass, ceramics, and optical physics to develop products that have created new industries and transformed people’s lives.

Corning succeeds through sustained investment in R&D, a unique combination of material and process innovation, and close collaboration with customers to solve tough technology challenges.

Corning’s Environmental Technologies segment manufactures ceramic substrates and filter products for emissions control in mobile and stationary applications around the world.

Purpose of the Position:

Plan and implement the market development strategy within the data center application space. The role will focus on driving commercial success in the early stages of the Corning Optical Communication’s Stage Gate (IPP) development process specifically in support of the DC market segment. Areas of specific support include Global Account Management (GAM) team as well as two specific sales regions within territory (IBN sales support for Data Center). This includes technical sales support with customer engagement (transceiver technology, architecture, design implementation), new product development (business case, PDR/MRD, and new IPP request), and marketing support (webinars for programs, tradeshows, etc).

Day to Day Responsibilities:

Develop an understanding for the size of new opportunities for COC in the DC market. This will involve developing a deep understanding for current and future customer needs by practicing rigorous Customer Insight Research (CIR) methods. Additionally, this will involve meeting with and gathering Voice of Technology with key switch and transceiver vendors for road mapping and applying this information to develop future DC solutions. Creation of these solutions will involve defining requirements for solution innovations that provide value to the end customer and potentially the technology vendor, while maximizing revenue and profit for COC.

Deep involvement in the Optical Connectivity Solutions (OCS) road mapping process, to provide input gathered from Technology Vendors, to help drive the development of innovative short- and long-term solutions. This will involve working with Product Line Management (PLM) to develop product/solution road maps (5-year plans).

Work closely with PLM to initiate Technology Development Projects, by helping to perform the Project Profile Workshop (PPW) and to write required Stage Gate documents like Market Requirement Document (MRD) and Product Requirement Document (PRD).

Transition new product/solution innovations to Marketing, with PLM to prepare for commercialization of the product/solution. After they would be helping to carry that message to the market with presenting product features/benefits and value to end users.

Understand and track the current and future customer and competitive landscape as well as the threats of new technology substitution, to position COC for long term growth.

Effectively communicate activities and opportunities within the organization. Job requires regular networking and engagement across a matrixed organization.

Travel Requirements (please note if international):

15+% including international Hours of work/work schedule/flex-time

Education & Experience:

4-Year degree in a technical field, or equivalent experience Required Years and Area of Experience
3-5 years of experience in data center design and/or customer interface
Desire 2-3 years of experience in product management

Required Skills:

Proven ability to self-manage and prioritize multiple tasks in an efficient, focused manner.
Ability to collaborate to solve problems/develop solutions. Ability to influence people outside the organization to meet deadlines.
Technical curiosity for engagement with customers and technology vendors to gain understanding of systems and problems to be solved.
Excellent verbal and written communications skills.
Must work well with a variety of functions.
Garner trust and collaborative work efforts.
Must be fluent in English, both written and oral.
Ability to manage a process to demanding timelines.

Desired Skills:

Technical aptitude to understand Technology Vendors terminology, architectures, and how their products interface with COC products.
Familiarity with regular customer interface and major account management.
Hands-on and/or Design experience with COC Enterprise Networks Solution set.
Knowledge of basic fiber optic theory, products, and installation methods.
Ability to lead and drive initiatives/projects to completion across multiple departments/organizations in order to execute project plans.
Knowledge of stage gate product development and commercialization processes

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