About the position
Harmonic is the worldwide leader in video delivery solutions, enabling 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. 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. 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.
Responsibilities
- 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.
Requirements
- 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.
Nice-to-haves
- Experience in the Media, Entertainment, Broadcast, Telecom and/or SaaS market sectors.
Benefits
- Estimated base salary range is between $120,000 - $150,000.
