Requisition Number: 72511

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.

iBwave is a global leader at innovating and delivering Solutions that simplifies the lifecycle of converged networks, keeping the world connected. As the driving force behind great in-building & campus outdoor wireless enabling billions of end users and devices, iBwave is the global industry reference. Our software solutions allow for smarter planning, design, and deployment of any wireless network regardless of size, complexity, or technology. Recognized for world-class support in 100 countries, we also offer the industry's most comprehensive components database and a well-established certification program.

Role Purpose

Reporting to the Sr. Director Sales & Commercial Operations - Americas, the Channel Account Manager - is responsible for personally driving the development, execution, and day-to-day success of the Value Added Reseller (VAR)channel program to increase market share, expand regional coverage and accelerate revenue growth for iBwave. This role owns the full VAR lifecycle and is actively involved in identifying, recruiting, onboarding, enabling and growing partners to drive pipeline and revenue. The focus is on building a highly productive VAR ecosystem that delivers results.

Key Responsibilities

Sales & Strategy:

Lead the development and execution of the North-America's VAR channel sales program for iBwave solutions to achieve the sales targets
Drive channel sales execution and pipeline development by building a healthy funnel and enforcing disciplined execution
Build and maintain strong relationships with VAR leadership, sales team and key customer stakeholder
Enable and activate VAR partners by working with internal teams to provide the tools, training, and resources required to effectively position and sell iBwave solutions
Collaborate cross-functionally with Marketing, Product, Engineering, and Sales to deliver aligned, partner-ready solutions
Gather and share market, customer, and competitive intelligence to continuously refine channel strategy and execution
Represent iBwave in the field at industry events, partner meetings, and joint customer engagement to strengthen relationships and generate new opportunities
Assess current and future customer needs through VAR-led engagements
Support partners with complex technical and commercial engagements, coordinating internal resources as needed to advance deals
Recruit, onboard, and develop VARs through a structured and discipline partner prospecting plan
Maintain strong knowledge of iBwave products, industry trends, and competitive offering to support effective partner selling
Maintain close alignment with Product Management to stay current on product capabilities and evolving customer requirements

Leadership and Management:

Maintain VAR-led account plans, opportunities, and forecasts to support predictable execution
Provide concise market, partner, and competitive insights to the Sr. Director of Sales and executive leadership
Identify and manage competitive risks impacting VAR performance and market access
Coordinate internal support functions to prioritize partner and customer requirements
Participate in planning across budgets, forecasting, contracts, and market analysis

Required Education:

Bachelor's degree in business or equivalent; Telecom Engineering a plus
10-15 years of experience in sales roles, with a strong background in VAR, distributor, reseller account management
Strong commitment, flexibility, drive and high reliability
Proven ability to communicate with Technical Managers, Directors and Senior Executives
Result oriented with Entrepreneurial / Hunting attitude. • Travel might represent more than 40% of the time
Strong interpersonal skills, with the ability to quickly establish rapport and credibility, influence decision, gain closure, and collaborate within a team structure
'Self-starter' with initiative, resilience, organization and time management skills
Must be able to work effectively with minimum supervision
Language skills: English a must
Proven track record of consistently meeting and exceeding objectives
Experience with consultative and value-based-selling methodologies
Proven interpersonal skills, excellent communicator • Proficient in Power Point (writing presentations and presenting) and Excel
Ability to work and lead informal teams • Proficiency with CRM-based software tools, preferably with Salesforce.com
Strong business acumen
Broad understanding and wide application of technical and commercial principles, theories, and concepts in mobile networks
Sales Experience in Carrier Networks market (Wireless, Enterprise) is a plus
Well-founded technical knowledge of Carrier network infrastructure

LOCATION: Home based office anywhere in the USA region

This position does not support immigration sponsorship.

The range for this position is $94,734.00 - $130,260.00 assuming full time status. Starting pay for the successful applicant is dependent on a variety of job-related factors, including but not limited to geographic location, market demands, experience, training, and education.

A job that shapes a life.

Corning offers you the total package.

Your well-being is our priority. Our compensation and benefits package supports your health and wellness, financial aspirations, and career from day one.

Company-wide bonuses and long-term incentives align with key business results and ensure you are rewarded when the company performs well. When Corning wins, we all win.
As part of our commitment to your financial well-being, we provide a 100% company-paid pension benefit with fixed contributions that grow throughout your career. Combined with matching contributions to your 401(k) savings plan, Corning's total contributions to your retirement accounts can reach between 7% and 12% of your pay, depending on your age and years of service.
Our health and well-being benefits include medical, dental, vision, paid parental leave, family building support, fitness, company-paid life insurance, disability, disease management programs, paid time off, and an Employee Assistance Program (EAP) to support you and your family.
Getting paid for our work is important, but feeling appreciated and recognized for those contributions motivates us much more. That's why Corning offers a recognition program to celebrate successes and reward colleagues who make exceptional contributions.

We prohibit discrimination on the basis of race, color, gender, age, religion, national origin, sexual orientation, gender identity or expression, disability, veteran status or any other legally protected status.

Corning is committed to providing equal employment opportunities and considers requests for reasonable accommodations in accordance with applicable laws. Individuals with disabilities or sincerely held religious beliefs may request reasonable accommodations to participate in the application or interview process, perform essential job functions, or access other benefits and privileges of employment. To submit a request for reasonable accommodation related to disability or religion, please contact us at accommodations@corning.com.

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Channel Sales Manager