Regional Sales Manager, North America

Harmonic is the worldwide leader in virtualized broadband solutions. We revolutionized broadband networking via the industry's first virtualized broadband solution, enabling cable operators to more flexibly deploy gigabit internet service to consumers' homes and mobile devices. Learn more at www.harmonicinc.com.

Role Description

The Regional Sales Manager for the North American Broadband market will have the primary responsibility of leading the sales efforts across a defined regional territory within the United States and Canada for regional broadband internet service providers as well as any other accounts delegated. The Sales Manager will be responsible for defining the strategic framework, economical drivers and tactical execution plan to achieve profitable growth.

Location

Remote role with periodic travel

What you will be doing:

Defining a focused GTM execution plan through:

* Account Management strategies that identify strategic growth opportunities through relationships, provide 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 region & accounts as well as engaging additional sales and product management 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.
* Drive proactive new business development through the deliberate alignment and application of sales and account management best practices both internally and externally.

Scale 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.

Drive a strategy and culture to create Sales Effectiveness and Operational Excellence

* 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

What you should have:

* Demonstrable experience in a leading sales role, preferably in the cable access infrastructure delivery market
* Account management experience in nominated markets
* Experience in selling high value solutions
* Experience in developing various GTM models dependent on geographies, segments, TAM opportunities etc.
* Proficient in a sales methodology like Customer Centric Selling or Solution Selling - T.A.S. desired
* Strong customer facing 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

Education and Training

* BS /BA. A minimum of 10 years of work-related skill, knowledge, or experience is required within the market sectors and accounts targeted

Travel

Enthusiasm, ability and willingness to travel extensively (~50%) to work on challenging client opportunities and team coaching and development needs

Pay & Benefits

For this role, the estimated base salary range is between $120,000 - $150,000. The actual base salary will vary based on various factors, including market, location and individual qualifications objectively assessed during the interview process.

Diversity, Equality, and & Inclusion at Harmonic Inc

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.

Additional Equal Opportunity statement

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. In addition, we will provide reasonable accommodations for qualified individuals with disabilities. Additionally, we will make reasonable accommodation to assist a person with a disability in the application process. If you need an accommodation in order to apply for a position, please contact [ Email address blocked ] - Click here to apply to Regional Sales Manager, North America Broadband

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