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Broadband Networks Sales Director

2 months ago

Farnborough, Hampshire, United Kingdom Harmonic Inc. Full time
About the Role

Harmonic Inc. is a leading provider of innovative solutions for the transformation of video, cable, and media companies. We are at the forefront of industry innovations, with simplified streaming using the cloud or software as a service, or next-generation gigabit services for the cable market.

Job Summary

The Broadband Networks Sales Director will be responsible for the business development and growth of Harmonic's Fiber/PON Solutions in Europe. This involves developing and maintaining relationships with senior-level business and technical executives and showcasing the benefits of deploying multi-gigabit services with our Broadband solution.

Key Responsibilities
  • Develop a direct relationship with existing and new key accounts.
  • Identify, qualify, and close new business with existing strategic key accounts in the given territory.
  • Manage and develop the direct or indirect sales strategy for the identified solutions, aligned to the Harmonic Go-To-Market model and strategy.
  • Develop and implement account and opportunity plans in support of company goals and quota objectives.
  • Align and prioritize efforts based on company's target initiatives to maximize revenue and customer satisfaction for target account(s).
  • Understand, articulate, and document the business and technical needs of the assigned major account(s).
  • Effectively and appropriately engage sales resources – solutions, product management, program management, partners, executive team, and legal – and coordinate internal and external participation in tactical and strategic initiatives.
  • Achieve and exceed the agreed sales and profit targets for Harmonic's business within the defined customer and/or territory.
  • Maintain up-to-date knowledge of industry news and trends, products, services, and competitors.
  • Represent Harmonic and promote a positive image and brand during relevant industry events.
Requirements
  • Demonstrable experience in a regional sales management and/or business development role acquired in the Fiber/PON market sectors and named accounts targeted.
  • 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 Broadband access (Fiber/PON) solutions with target account(s).
  • Broadband Access and Fiber/PON knowledge and proven sales experience.
  • Consultative Sales: Must exhibit ability to effectively comprehend, analyze, and resolve sales situations within the construct of the typical and newly developed strategic accounts.
  • Creativity: Develop creative tactical sales positioning and solution selling methods to suit demanding sales situations.
  • Language: English language is a must.
Travel Requirements

You are required to travel 50% of your time or more to meet the needs of the business.