[Hiring] Strategic Account Director @Harmonic Inc.

Role Description

The Strategic Account Sales Director for the North American Broadband market will have the primary responsibility of leading the sales efforts at named strategic tier 1 & 2 ISP accounts. The Sales Director will be responsible for defining the strategic framework, economical drivers and tactical execution plan to achieve profitable growth, reporting to VP Strategic Broadband Accounts, North America.

Location: Remote - This position is 100% remote, anywhere in the US Mountain time zone.

What you will be doing:

• Defining a focused GTM execution plan through:
  • Account Management strategies that identify strategic growth opportunities through relationships.
  • Providing 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 accounts as well as engaging additional sales, product management and engineering 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.
• Driving proactive new business development through the deliberate alignment and application of sales and account management best practices both internally and externally.
• Scaling the organization for growth by:
  • Analyzing, articulating and communicating key business drivers and imperatives across the organization.
  • Focusing the company on profitable growth opportunities.
  • Using and reviewing market and competitive research, and data analysis to create fact-based recommendations and develop and implement a consistent framework for internal and external Account Management metrics reporting.
• Driving a strategy and culture to create Sales Effectiveness and Operational Excellence through:
  • 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.

Qualifications

• BS /BA. MBA desired.
• A minimum of 10 years of work-related skill, knowledge, or experience is required within the market sectors and accounts targeted.
• Extensive experience in a leading sales role, preferably in the cable access infrastructure delivery market.
• Extensive account management experience in nominated markets.
• Extensive experience in selling high value solutions.
• Extensive experience in developing various GTM models dependent on geographies, segments, TAM opportunities etc.
• Proficiency in a sales methodology like Customer Centric Selling or Solution Selling – T.A.S. desired.
• Strong customer facing, presentation 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 cable industry solutions and standards e.g. SCTE, DOCSIS, Remote PHY, MPEG etc. nomenclature and relevant attributes directly impacting the sales decision process.
• Executive presence working effectively as part of a senior management team.
• Proven track record of strong talent and team development.

Requirements

• This role requires travel approximately 50–75% of the time.

Benefits

• For this role, the estimated base salary range is between $155,000 - $168,000. The actual base salary will vary based on various factors, including market, location, and individual qualifications objectively assessed during the interview process.

Company Description

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.

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.