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Corning Incorporated · 3 hours ago

Channel Sales Manager

United States

Full-time

Remote

Senior Level, Lead/Staff

$95K/yr - $130K/yr

10+ years exp

Corning Incorporated is one of the world’s leading innovators in glass, ceramic, and materials science. They are seeking a Channel Sales Manager who will be responsible for driving the development and execution of the Value Added Reseller (VAR) channel program to increase market share and accelerate revenue growth for iBwave.

Manufacturing

No H1B

Responsibilities

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

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

Qualification

VAR channel managementSales strategy developmentConsultative sellingSales experience in Carrier NetworksCRM software proficiencyEnglish language proficiencyInterpersonal skillsCommunication skillsTime managementTeam collaboration

Required

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

Benefits

Company-wide bonuses and long-term incentives align with key business results and ensure you are rewarded when the company performs well.

100% company-paid pension benefit with fixed contributions that grow throughout your career.

Matching contributions to your 401(k) savings plan.

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.

Recognition program to celebrate successes and reward colleagues who make exceptional contributions.