Description
Director – Sales Tier 1 – NAM Service Providers
Harmonic is the worldwide leader in video delivery solutions. We enable media companies and service providers to deliver ultra-high-quality streaming and broadcast services to consumers globally through innovative SaaS platforms and software-based appliances. We are changing the way media companies and service providers monetize live and on-demand content on every screen. More information is available at www.harmonicinc.com.
Role Description
The Director, Sales Tier 1 NAM Service Providers is a strategic and results-driven role responsible for leading and managing sales efforts with Tier 1 Service Providers in their video ecosystems.
The role is Remote. This role involves building and maintaining strong relationships with key stakeholders within specific Service Providers, understanding their business needs, and delivering well architected solutions to drive customer satisfaction and revenue growth.
Location
Remote
Account Management
What you will be doing:
- Develop and execute a comprehensive account strategy to engage Tier 1 & Tier 2 Service Providers effectively, and with defined and predictable business outcomes.
- Establish and nurture long-term relationships with C-level executives, key decision-makers, and influencers. Collaborate with cross-functional teams to ensure seamless delivery of products, services, and solutions.
Sales Leadership
- Set ambitious sales targets and develop plans to achieve and exceed those plans.
- Monitor and analyze sales performance metrics, identify areas for improvement, implement corrective actions, and define a path to success with your customers.
Solution Selling
- Understand the unique needs and pain points of Tier 1 Service Providers, articulate and architect solutions to address them.
- Collaborate with Product Management and Pre-sales technical teams to customize offerings and proposals that align with customer requirements.
- Develop business models for on-premise, private and public cloud video solutions.
Market Insights
- Stay current with the video industry trends, competitive landscape, and emerging technologies that impact Tier 1 service providers.
- Translate market insights into actionable strategies to maintain a competitive edge with your customers, and relative to your competitors.
Contract Negotiation
- Lead negotiations of complex contracts and agreements, ensuring favorable terms for both Harmonic and the Service Provider customers. Drive the process and strive to define a “Win – Win” outcome.
Revenue Growth
- Drive revenue growth through upselling, cross-selling, and expanding service offerings within Tier 1 Service Providers.
- Identify and capitalize on upsell and cross-sell opportunities to maximize account value.
- Drive SaaS and MRR revenue growth for customers that deploy in private or public cloud environments.
- Strong focus on the video appliance (on-premise) business and competitive takeout strategies.
What You Should Have
- Bachelor's degree, Engineering, Technical, Sales, Marketing, or related field (Master's degree preferred).
- Proven track record of successful sales leadership and business development, specifically in the Tier 1 Service Provider market segment.
- Strong understanding of video trends, challenges, and customer dynamics.
- Understanding of MPEG2 / 4, HEVC, emerging compression standards, IPTV, OTT, DAI, linear video, packaging and playout.
- Knowledge of SaaS and MRR business models.
- Excellent communication, negotiation, and interpersonal skills.
- Demonstrated ability to build and maintain C-level relationships.
- Proficiency in CRM software and sales analytics tools.
- Willingness to travel as required to support customer meetings and industry events.
Travel
Travel is required
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 protected]
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