Streaming OTT Regional Sales Manager
Harmonic is the worldwide leader in video delivery solutions. We enable media companies and service providers to deliver ultra-high-quality streaming and broadcast services to consumers globally through innovative SaaS platforms and software-based appliances. We are changing the way media companies and service providers monetize live and on-demand content on every screen. More information is available at
Role Description
We are looking for a Sales Manager who is responsible for selling Harmonic’s Video streaming 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.
You will report to the Vice President, Sales, M&E / CP / OTT.
Location
Remote – this position is 100% Remote based in the US, ideally on the West Coast, and preferably Los Angeles.
Scope
This is a complex Video streaming solution and/or SaaS (Software-As-A-Service) sales 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.
What you will be doing:
- Develop a direct relationship and develop new video streaming opportunities with existing key accounts and new customers.
- Identifying, qualifying and closing new business with existing strategic key accounts in the given territory.
- 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 the competition at customers.
- Understand, articulate and document the business and technical needs of the assigned major accounts.
- 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 strategic initiatives.
- Respond to RFI/RFPs, creating proposals, developing ROI and TCO analysis.
What you should have:
- Representing and embodying the sales organization's 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.
- Extensive direct sales experience.
- Deep video technology and market expertise.
- Demonstrable experience in a regional or key account 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.
Skills
- Influence and Negotiation.
- Entrepreneurial 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 typical and newly developed strategic accounts.
- 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 with new strategic account development within the Media, Entertainment, Broadcast, Telecom and/or SaaS market sectors.
Travel
Ability and willingness to travel regularly for business needs.
Pay & Benefits
For this role, the estimated base salary range is between $120,000 - $140,000. The actual base salary will vary based on various factors, including market, location and individual qualifications objectively assessed during the interview process.
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
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