Broadband Sales Director (6-Month Fixed-Term)

Harmonic Inc.•United States,

1d•$143,000 - $155,000•Remote

About The Position

The Broadband Sales Director will have the primary responsibility of supporting the sales efforts across the southeastern United States for a defined set of Fiber and Cable internet service providers. The Broadband Sales Director will be responsible for implementing the strategic framework, economical drivers, and tactical execution plan to achieve profitable growth. This role is 100% remote and located anywhere in the southeastern United States.

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 Go-To-Market (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; ability to understand business needs of prospects/customers and articulate how the solution meets their needs.
Experience selling at the tactical and executive levels.
Proven track record as a strong team member.
BS/BA degree.
A minimum of 10 years of work-related skill, knowledge, or experience within the market sectors and accounts targeted.

Responsibilities

Supporting a focused Go-To-Market (GTM) execution plan through account management strategies that identify strategic growth opportunities, provide structure and focus for in-market activity, and leverage market intelligence capabilities.
Driving focus and execution across the coverage region and accounts, engaging additional sales and product management team members for effective account management.
Creating and managing a pipeline process across accounts, expanding pipeline opportunities through Direct and/or Indirect sales channels.
Driving proactive new business development through the alignment and application of sales and account management best practices.
Implementing strategy and culture to create Sales Effectiveness and Operational Excellence.
Improving operational efficiency through utilization of enablement tools and systems, and driving governance and discipline in their use.
Focusing on structured selling methodologies, including disciplined opportunity management, to drive a predictable, high-quality order book and pipeline.
Identifying customer needs and finding Harmonic solutions to meet those needs.
Giving presentations, including technical sections, to explain how Harmonic products and services can add value to customer networks.
Participating in Bill of Materials (BOM) development and quote generation for prospective and current customers.
Assisting with the planning, coordination, and administration of various sales events such as regional trade shows and campaigns.
Driving processes and improvements beneficial to the broader Harmonic team.