Broadband Sales Director – 6-Month Fixed-Term

Role Overview

• 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.

Requirements

• Demonstrable experience in a leading technical sales role, preferably in the fiber optic 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
• 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 fiber optic and cable industry solutions and standards
• 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.

Benefits

• Health insurance
• Retirement plans
• Paid time off
• Flexible work arrangements
• Professional development opportunities