Telco Fiber Sales Specialist

OverviewTelco Fiber Sales SpecialistHarmonic is the worldwide leader in virtualized broadband solutions, shaping the next generation of multigigabit connectivity. We revolutionized broadband networking via the industry’s first virtualized broadband solution, enabling broadband operators to more flexibly deploy gigabit internet service to consumers’ homes and mobile devices. Learn more at www.harmonicinc.com.Location: Remote – this position is 100% Remote anywhere in the UKRole DescriptionWe are looking for a dynamic and results-driven Telco Fiber Sales Specialist to drive sales and business development efforts for our Fiber solutions across the EMEA region, including building the regional and local GTM strategies. This role requires technical knowledge of fiber infrastructure, strong commercial acumen, and the ability to develop strategic relationships with telecommunications operators, service providers and technology partners. This involves developing and maintaining relationships with senior level business and technical executives and showing them the value of deploying multi-gigabit services with Harmonic’s cOS solution. You will report to the VP Sales EMEA.What You Will Be DoingThis is a complex solution sale and relationship management position that requires understanding the customer’s business and technology environment. Responsibilities include:Develop a direct relationship with existing and new key accounts in coordination with the existing Sales Account Manager. Identify, qualify and close new business with existing strategic key accounts in the given territoryManage and develop the direct or indirect sales strategy for the identified solutions, aligned to the Harmonic Go-To-Market model and strategyEstablish and/or develop a strong relationship with either existing or new Harmonic Resellers to cooperate on identified business opportunitiesDevelop and implement account and opportunity plans in support of company goals and quota objectivesEstablish a strong relationship with strategic and technology partners to cooperate on business opportunities and jointly offer a comprehensive ecosystemReport key information in a timely manner and bring visibility to the Company with accurate forecastingDefine and implement an aggressive customer acquisition strategy including a clear plan to take out customers from the competitionUnderstand, articulate and document the business and technical needs of the assigned major account(s)Coordinate engagement of sales resources – regional sales leads, solutions, product management, program management, partners, executive team and legal – in tactical and strategic initiativesRespond to RFI/RFPs, create proposals, develop ROI and TCO analysisRepresent Harmonic and promote a positive image and brand during relevant industry eventsKey ResponsibilitiesValue Selling: Use Value Selling to differentiate Harmonic by linking customer issues to the value of Harmonic’s solutionsSales Execution: Drive revenue growth by identifying, developing, and closing sales opportunities for Fiber and PON solutions; develop territory/account plans and manage sales forecastsCustomer Engagement: Build and maintain relationships with key decision-makers; conduct customer presentations and technical workshopsMarket Development: Identify new opportunities across the region; provide market intelligence to marketing and product teamsProduct Expertise: Maintain in-depth knowledge of current and future Fiber and PON technologies; translate technical capabilities into customer value propositionsCollaboration: Work with internal teams and support channel partners in complex sales engagementsWhat You Will Need To SucceedRepresenting and embodying Harmonic’s values: Individual Leadership, Customer Advocacy, and Team CollaborationDemonstrable experience in a regional sales management and/or business development role in the Fiber/PON market sectorsSignificant market contacts and experience selling Broadband access (PON and DOCSIS) solutions with target accountsProven ability to develop relationships with key decision makers and influencersExperience in closing large technology dealsKnowledge of strategic value propositions for customer satisfactionSkillsBusiness Acumen & Analytics: Pipeline/forecast management and ability to articulate a business caseFiber/PON knowledge and proven sales experienceConsultative Sales: Ability to understand, analyze, and resolve sales situations with strategic accountsCreativity in tactical sales positioning and solution sellingInfluence and Negotiation; strong verbal and written communication, presentation and interpersonal skillsLanguage: English (additional regional languages welcome)TravelYou are required to travel as required.Diversity, Equality, and Inclusion at HarmonicAt Harmonic, we believe that building and nurturing a global team with diverse backgrounds and voices is critical to our success. 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.#Remote #J-18808-Ljbffr