Sales Director

Job content

Harmonic is the industry leading solution for the transformation for video, cable and media companies, with smarter, faster, and simpler video streaming and broadband services. We are at the forefront of industry innovations, with simplified streaming using the cloud or software as a service, or next-generation gigabit services for the cable market. To learn more, go to “About Harmonic”.

Position Overview

The Sales Director is responsible for selling Harmonic’s video processing solutions in the assigned territory through new business acquisition and/or growing existing accounts. This involves developing and maintaining relationships with senior level business, finance and technical executives and demonstrating how our solutions will allow them to efficiently run critical video services for their business.

This is a sales and relationship management position dedicated to selling Harmonic’s SaaS and appliances video processing solutions that requires a deep understanding of the customer’s business and technology environment. The sales manager will serve as a subject matter expert in providing product and market expertise.

You will be based in the UK.

What you will be doing:

• Develop a direct relationship and develop new opportunities with existing key accounts and new customers.
• Develop and implement account and opportunity plans in support of company goals and quota objectives
• Plan and organize the support for any sales activities with Indirect Sales partners
• Establish a strong relationship with strategic and technology partners to cooperate on business opportunities and jointly offer a comprehensive ecosystem
• Align and prioritize efforts based on company’s initiatives to maximize revenue and customer satisfaction
• Report key information in a timely manner and bring visibility to the company with accurate forecasting
• Effectively and appropriately engage sales resources – technical pre-sales, product management, program management, partners, executive team and legal – and coordinate internal and external participation in tactical initiatives
• Respond to RFI/RFPs, creating proposals, developing ROI and TCO analysis

What you need to succeed:

• Representing and embodying the sales organizations values of: Individual Leadership with accountability, commitment to goals and ability to mobilize for success; Customer Advocacy with the ability to listen to the customer to gain insight and then orchestrate solutions; Team Collaboration with the ability to lead, collaborate and then accelerate the team to support customer success
• Experience in a regional sales management role and acquired in the video infrastructure delivery market is a plus
• Technical knowledge and experience selling complex video technology solutions is a plus
• Successful experience in proposing and selling SaaS solutions
• Knowledge of strategic value proposition required to offer solutions and support geared toward substantive customer satisfaction levels.
• Hunting sales approach to acquire new customers
• Business Acumen & Business Analytics: Pipeline/forecast management and ability to articulate business case
• Consultative Sales: Must exhibit ability to effectively comprehend, analyse, and resolve sales situations within the construct of developed strategic accounts
• Creativity: Develop creative tactical sales positioning and solution selling methods to suit demanding sales situations
• Influence and Negotiation
• Demonstrate effective communication and interpersonal skills

Education, Training

• Demonstrable experience of success with new strategic account development within the Broadcast, Telecom and/or SaaS market sectors.

Travel

• As required

Diversity, Equality, and & Inclusion at Harmonic Inc:

At Harmonic we achieve excellence through creativity and innovation. We build our relationships on the fundamentals of integrity and respect. We strive to deliver the highest quality in every aspect of our business. We achieve this because we value, respect and embrace diversity. We are committed to create and sustain a diverse work environment that will actively contribute to greater creativity and innovative outcomes for our business partners, employees and shareholders.