55 applicants

Company

Harmonic · 18 hours ago

Streaming/OTT Regional Sales Manager

United States

Full-time

Remote

Mid Level

$120K/yr - $140K/yr

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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

Qualification

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Video technology expertiseSaaS solutions salesRegional account managementDirect sales experienceBusiness analyticsConsultative salesUpdating knowledgeSoftware tools proficiencyStrategic account development

Required

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

Influence and Negotiation skills

Entrepreneurial spirit with a proactive, aggressive and tenacious hunter sales approach to acquire new customers

Business Acumen & Business Analytics: Pipeline/forecast management and ability to articulate business case

Verbal: Must have executive presence and clear communication skills (internal/external)

Persuasion: Capability of persuading others to accept product/solution concepts that may differ from their initial perspectives

Judgment and Decision Making: Mitigate Harmonic’s risk, manage expenses, comprehension of the relative liabilities and benefits of potential actions, analyzing information and evaluating results to choose the best solution and solve problems

Consultative Sales: Must exhibit ability to effectively comprehend, analyze, and resolve sales situations within the construct of typical and newly developed strategic accounts

Interpersonal Skills: Must demonstrate a high EQ and have the ability to maintain constructive, assertive, collaborative and cooperative working relationships with peers, cross functional organizations and partners; collaborative team player

Updating and Using Relevant Knowledge: Must keep up-to-date with technical, operational, and commercial aspects of Harmonic’s products, services and solutions and knowledge of external best in class marketing solutions and approaches

Creativity: Develop creative tactical sales positioning and solution selling methods to suit demanding sales situations

Software Tool and Programs: Use of Harmonic’s standardized applications to optimize the execution of deliverables

Proven experience with new strategic account development within the Media, Entertainment, Broadcast, Telecom and/or SaaS market sectors

Ability and willingness to travel regularly for business needs