Technical Sales Manager

Technical Sales Manager

Harmonic is the worldwide leader in virtualized broadband solutions. We revolutionized broadband networking via the industry's first virtualized broadband solution, enabling cable operators to more flexibly deploy gigabit internet service to consumers' homes and mobile devices. Learn more at www.harmonicinc.com.

Role Description

The Technical Sales Manager for the North American Broadband market will have the primary responsibility of supporting the sales efforts across a defined regional territory within the United States and Canada for regional broadband internet service providers as well as any other accounts delegated. The Technical Sales Manager will be responsible for implementing the strategic framework, economical drivers and tactical execution plan to achieve profitable growth.

Location

Remote - this position is 100% Remote anywhere in the Southeast US region or Texas/Oklahoma/Missouri

What you will be doing:

Supporting a focused GTM execution plan through:

• Account Management strategies that identify strategic growth opportunities through relationships, provide structure and focus for in-market activity, while leveraging market intelligence capabilities across their territory and through named accounts

• Driving focus and execution across their coverage region & accounts as well as engaging additional sales and product management team members to ensure effective engagement in the account management process

• Creating and managing a pipeline process across accounts and expanding the breadth and depth of existing pipeline opportunities through Direct and/or Indirect sales channels.

• Drive proactive new business development through the deliberate alignment and application of sales and account management best practices both internally and externally

Implement the strategy and culture to create Sales Effectiveness and Operational Excellence

• Improved operational efficiency through utilization of the Harmonic enablement tools and systems and driving governance and discipline in using these tools

• Focus on structured selling methodologies, including disciplined opportunity management, as a means to drive a predictable, high quality order book and pipeline

• Identify customer needs and find Harmonic solutions to meet identified needs

• Give presentations, which will contain technical sections, to explain to customers how Harmonic products and services can add value to their networks

• Participate in BOM development and quote generation for prospective and current customers to ensure the solution meets customer requirements.

• Assist with the planning, coordination, and administration of various sales events such as regional trade shows and campaigns

• Drive processes and improvements that are beneficial to the broader Harmonic team.

What you should have:

• Demonstrable experience in a leading technical sales role, preferably in the cable access infrastructure delivery market

• Account management experience in nominated markets

• Experience in selling high value solutions

• Experience in developing various GTM models dependent on geographies, segments, TAM opportunities etc.

• Proficient in a sales methodology like Customer Centric Selling or Solution Selling - T.A.S. desired

• Strong customer facing and relationship management skills with appropriate negotiation and influencing skills

• Strong new business development skills

• Ability to develop creative tactical sales positioning and solution selling methods to suit demanding sales situations

• Practical working knowledge of cable industry solutions and standards e.g. SCTE, DOCSIS, Remote PHY, MPEG etc. nomenclature and relevant attributes directly impacting the sales decision process

• Excellent listening skills. The ability to understand the business needs of prospects / customers and articulate succinctly how our solution can meet their needs.

• Experience selling at the tactical and executive levels

• Proven track record as a strong team member

Education and Training

BS /BA. A minimum of 10 years of work-related skill, knowledge, or experience is required within the market sectors and accounts targeted

Travel

Enthusiasm, ability and willingness to travel extensively (~50%) to work on challenging client opportunities and team coaching and development needs

Diversity, Equality, and & Inclusion at Harmonic Inc

At Harmonic, we believe that building and nurturing a global team with diverse backgrounds and voices is critical to our success. Together, we achieve excellence through creativity and innovation, build relationships based on integrity and mutual respect, and deliver the highest quality in every aspect of our business for the benefit of our employees, business partners and shareholders.

Additional Equal Opportunity statement:

Harmonic is an equal opportunity employer. Qualified applicants will receive consideration for employment regardless of gender, race, color, national origin, ancestry, citizenship, religion, age, physical or mental disability, medical condition, genetic information, pregnancy, sexual orientation, gender identity or gender expression, veteran status, or marital status, or any other characteristic protected by federal, state or local law. In addition, we will provide reasonable accommodations for qualified individuals with disabilities. Additionally, we will make reasonable accommodation to assist a person with a disability in the application process. If you need an accommodation in order to apply for a position, please contact hrhelp.nam@harmonicinc.com

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