Sales Manager

Job content

Description

Position Overview

The Sales Manager is responsible for selling Harmonic’s Video streaming solutions i n the assigned territory through new business acquisition and/or growing existing accounts . T his 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. The incumbent would ideally be based in Europe .

Scope

This is a complex Video streaming solution and/or SaaS (Software - As - A - Service) sale and relationship management position that requires understanding the customer’s business and technology environment. The incumbent will serve as a subject matter expert in product and market expertise.

Responsibilities Include

• Manage and develop market leadership in the allocated countries / region
• Develop a direct relationship and develop new video streaming opportunities with existing key accounts and new customers .
• Manage and develop the direct or indirect sales strategy aligned to the Harmonic Go-To-Market model and strategy
• Develop and implement long term customer account plans and short/medium term opportunity plans in support of company goals and quota objectives
• Identifying, q ualifying and closing new business with existing strategic key accounts in the given territory
• Define and promote the business models that will best fit the customer expectations
• Identifying and securing new accounts and growing long-term successful relationships
• Establish and/or develop a strong relationship with Harmonic’s Strategic and Technology partners to cooperate on business opportunities and jointly offer a comprehensive ecosystem to the customers
• Define and implement an aggressive customer acquisition strategy including a clear plan to take out customers from the competition
• Plan and organize the support to the Indirect Sales partners (Reseller, System Integrators…).
• Align and prioritize efforts based on company’s target initiatives to maximize revenue and customer satisfaction for target account(s)
• Builds and maintains knowledge base of Harmonic’s products, solutions, and services to adequately support the assigned market sector(s)
• Understand, articulate and document the business and technical needs of the assigned major account(s)
• 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 and strategies initiatives
• Successfully close business by developing customer centric solutions based on the specific needs of the customer
• Meet or exceed sales quota
• Respond to RFI/RFPs, creating proposals, developing ROI and TCO analysis
• Demonstrate excellent and effective communication skills
• Maintain up to date knowledge of industry news and trends, products, services, and competitors
• Represent Harmonic and promotes positive image and brand during relevant industry events
  

Qualifications And Experience Required

• 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 Representation with the ability to lead, collaborate and then accelerate the team to success
• Demonstrable experience in a regional sales management role, preferably acquired in the video infrastructure delivery market
• Understanding of and ability to succinctly articulate the current strategic needs of Harmonic’s customers in the nominated accounts
• Significant market contacts, technical knowledge and experience selling complex video technology solutions
• Successful experience in proposing and selling SaaS solutions
• Proven background in developing relationships with key decision makers and influencers
• Experience in closing large and multi-year technology deals
• Proven track record and comprehension of the latest principles, methods and processes for demonstrating, promoting, and selling products and services in target market sectors
• Knowledge of practical applications and relevant engineering technologies including principles, techniques, procedures, and competitive benefits of Harmonic’s products and solutions
• Knowledge of strategic value proposition required to offer solutions and support geared toward substantive customer satisfaction levels.
  

Skills

• Influence and Negotiation
• Entrepreneur ial spirit with a proactive , aggressive and tenacious hunter sales approach to acquire new customers
• Business Acumen & Business Analytics: Pipeline/forecast management and ability to articulate business case
• Verbal: Must have executive presence and clear communication skills (internal/external)
• Persuasion: Capability of persuading others to accept product/solution concepts that may differ from their initial perspectives
• Judgment and Decision Making: Mitigate Harmonic’s risk, manage expenses, comprehension of the relative liabilities and benefits of potential actions, analyzing information and evaluating results to choose the best solution and solve problems
• Consultative Sales: Must exhibit ability to effectively comprehend, analyze, and resolve sales situations within the construct of the typical and newly developed strategic accounts
• Language: English & Dutch or any local language spoken in the assigned territory .
• Interpersonal Skills: Must demonstrate a high EQ and have the ability to maintain constructive, assertive, collaborative and cooperative working relationships with peers , cross functional organizations and partners ; collaborative team player
• Updating and Using Relevant Knowledge: Must keep up-to-date with technical, operational, and commercial aspects of Harmonic’s products, services and solutions and knowledge of external best in class marketing solutions and approaches
• Creativity: Develop creative tactical sales positioning and solution selling methods to suit demanding sales situations
• Software Tool and Programs: Use of Harmonic’s standardized applications to optimize the execution of deliverables
  

Education, Training

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

Travel requirements

• As required