Sales Engineer

Sales Engineer 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 DescriptionWe are looking for a Sales Engineer to join the Harmonic Sales Team. You will report to the Vice President, Sales Engineering NAM.You will be based in the United States. LocationRemote – this position is 100% Remote anywhere in the US What you will be doing:In this role you will:

• Be a technical evangelist for Harmonic’s SaaS/ Virtualized and Appliances solutions– influencing and advising the technical decision makers within strategic accounts in our target markets. Primary customers are aggregators (telco, OTT- mobile and internet, cable, terrestrial, satellite), OVP, broadcast television networks, content owners and tv/movie studios.
• Be autonomous and take ownership of your assigned accounts and regional area working closely with account sales executives
• Position and sell Harmonic’s solutions through every aspect of the sales cycle– presentations, hands-on demonstrations, RFI/RFP responses, design and architecture of digital video systems from signal acquisition to delivery, bill of material and pricing with current and prospective customers and generate winning solutions and systems designs.
• Moving in a very dynamic media market from a business as well as technology perspective, the presales role requires curiosity, sense of autonomy, agility and cloud-savvy culture.

What your job will look like:

• Develop adoption of Harmonic technologies and solutions amongst existing and potential customers. Ensure teamwork with the other pre-sales members to harmonize proposals and get feedback from the field.
• Understand the customer's business and describe how the Harmonic solution will fit to the customer’s strategic advantage.
• Work as a trusted advisor, partnering with the customer on Technical Strategy and requirements.
• Able to effectively demonstrate Harmonic technical solutions remotely or on customer sites and be capable of organizing detailed technical workshops to deliver information concisely and effectively
• Strong focus on generating revenue and high customer satisfaction
• Assist customers in pilot, beta testing, and deployments. Involve additional engineering resources where necessary for custom development needs.
• Effectively communicate product requirements from the field back into product marketing.
• Excellent listening skills. The ability to understand the business needs of prospects / customers and articulate succinctly how our solution can meet their needs.
• Exceptional time management and organization, and the ability to manage a predefined project or process requiring the participation and assistance of individuals from multiple functional areas.

 Other responsibilities include:

• Arrange demonstrations and trial installations
• Be a customer relay inside Harmonic, with capacity to summarize & track the customer situation.
• Collaborate with sales teams to understand customer business, promote company’s solutions and to provide sales support.
• Collaborate with Customer Success Manager to ensure a successful customers on-boarding for new SaaS projects
• When required, contribute technical information, itemized bill of materials, and solution diagrams for proposals, quotations and contracts.

  What you should have: 

• University level degree in applicable technical disciplines are preferred. Equivalent experience may be considered.
• A minimum of 3 years of work-related skill, knowledge, or experience is required in related industry (video or cloud services)
• Fluent in English
• Demonstrable experience in working with highly technical solutions and understanding customer requirements and communicating requirements and regional trends to product managers
• Develop core technical skills across the range of Harmonic’s products to enable presenting effectively at all technical levels.
• Expertise in the following disciplines desired
• Background in video encoding/transcoding, and statmux technologies
• Comprehensive understanding of ATSC 1.0/3.0
• Working knowledge of satellite distribution systems
• Operating systems: Linux (Centos) and Windows server;
• Networking: IP switching and routing, IP multicast. CCNA/CCNP is a plus.
• Knowledge of Restful APIs
• Cloud environment: IaaS (K8s, Docker/Container, AWS, Azure, Google Cloud)
• Good understanding of MPEG/DVB standards and HLS/MPEG-DASH OTT packaging formats
• Digital Video Solutions (Broadcast, Streaming linear and non-linear)
• Understanding of OTT delivery from Origin to CDN
• Demonstrable experience selling media complex video solutions to our target market
• Good presentation, verbal and written communication skills required.
• Must be able to work under pressure and independently and be able to meet project deadlines for delivering quality solutions on time.
• Demonstrated ability to rapidly learn new tools and technologies

  TravelTravel is required to meet customers and peers to provide presentations, advice and support where required. Pay & Benefits For this role, the estimated base salary range is between $100,000 - $115,000. 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 hrhelp.nam@harmonicinc.com  For more information, please see links below: OFCCP Posters Landing Page  Know Your Rights  Pay Transparency  #LI-Remote#LI-KS1 Apply