Harmonic · 19 hours ago

Streaming/OTT Sales Manager

Seattle, WA

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

Ability and willingness to travel regularly for business needs

Preferred

Representing and embodying the sales organization's values of: Individual Leadership with accountability, commitment to goals and ability to mobilize for success; Customer Advocacy with the ability to listen to the customer to gain insight and then orchestrate solutions; Team Representation with the ability to lead, collaborate and then accelerate the team to success