Senior Director Of Sales International

Requisition Number: 71102

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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.   

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The global Information Technology (IT) Function is leading efforts to align IT and Business Strategy, leverage IT investments, and optimize end to end business processes and associated information integration technologies. Through these efforts, IT helps to improve the competitive position of Cornings businesses through IT enabled processes. IT also delivers Information Technology applications, infrastructure, and project services in a cost efficient manner to Corning worldwide.

Senior Director of Sales is responsible for achieving global sales objectives within the INTERNATIONAL Region including both EMEA and APAC. This position is part of the iBwave organization.

DUTIES AND RESPONSIBILITIES Sales Strategy

• Lead the INT’L commercial team of Sales Managers and Sales Engineers
• Build a sales strategy and tactical sales plan for INT’L region for both Carrier and Enterprise markets; Achieve global sales targets within the region.
• Understand the market: customer requirements, challenges and culture; Collaborate with Sales Managers and Sales Engineering Manager to implement sales plan and to deliver best-in-class presales and sales support.
• Support the elaboration of the strategy for the key accounts.
• Build the execution plan for the Key strategic business imperatives in the region.
• Actively pursue and close direct sales opportunities with specific strategic target accounts.
• Understand the evolution of the market to influence the evolution of the company products and marketing roadmaps.
• Define customer events strategy for the region to leverage and optimize sales opportunities.
• Leadership and management: Coach and direct Sales Managers and Sales Engineering Team, performance of VARs and Agents. Devise and deploy sales quotas and prepare sales forecasts and expense budgets.
• Insure follow-on sales and penetration within existing customer accounts.
• Build and manage the solution selling strategy for key accounts.
• Manage regional sales processes and set appropriate metrics to manage the sales funnel, using SalesForce.com as our corporate CRM tool.
• Execute sales activities with respect to the company& marketing plan and practices. QUALIFICATIONS AND SKILLS
• University business degree or equivalent
• 20+ years of experience evolving in a sales organization.
• Leadership & Management skills: 10+ years of experience managing a sales team and lead salespeople into closing sales.
• Track record of performance excellence meeting or exceeding objectives and expectations.
• Expertise in complex sales and solutions selling.
• Strong leadership, organizational, multi-tasking, and time-management abilities. General - iBwave (L4)
• Powerful interpersonal skills and an ability to work with diverse groups of people, with a proven ability to communicate effectively with C-Level management.
• Team player able to navigate internal organization and leverage other teams to support regional sales plan and commitments to customers.
• Proficiency with CRM-based software tools, preferably with Salesforce.com.
• Strong business acumen
• Demonstrated pro-activity, enthusiasm and self-directed abilities to thrive on challenges and fast growth.
• Good negotiation, written, communication and presentation skills.
• Excellent knowledge of the EMEA and APAC telecom market and culture.
• Cultural sensitivity to the different business practices in each country.
• Open to frequent travel anywhere worldwide, occasionally to Montreal for face-to-face meetings.
• Fluent in English and preferably in 2 more languages that are widely used in the region.
• Telecom and IT technical background and expertise
• Extensive experience selling technology products and services in the software and/or wireless telecommunication sectors, with a broad contact base in APAC and EMEA.
• Good knowledge of Wireless, Wi-Fi and Wireline technologies.