Strategic Account Director, North American Broadband

Strategic Account Director, North America Broadband Harmonic is the worldwide leader in virtualized broadband and video delivery solutions, enabling media companies and service providers to deliver premium broadband, video streaming, and broadcast services to consumers globally. At the forefront of innovation, Harmonic simplifies streaming through advanced cloud and software-as-a-service offerings, as well as accelerates the deployment of next-generation gigabit broadband services. To learn more, go to “About Harmonic”.  Role DescriptionWe are looking for a Strategic Account Sales Director for the North American Broadband market.  You will report to the Vice President, Strategic Broadband Accounts, North AmericaYou will be based in San Diego, CA LocationRemote – this position is 100% Remote in San Diego, CA 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 accounts as well as engaging additional sales, product management and engineering 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

Scaling 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

Driving a strategy and culture to create Sales Effectiveness and Operational Excellence through:

• 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 will need to succeed 

• BS /BA. MBA desired. A minimum of 10 years of work-related skill, knowledge, or experience is required within the market sectors and accounts targeted
• Extensive experience in a leading sales role, preferably in the cable access infrastructure delivery market
• Extensive account management experience in nominated markets
• Extensive experience in selling high value solutions
• Extensive experience in developing various GTM models dependent on geographies, segments, TAM opportunities etc.
• Proficiency in a sales methodology like Customer Centric Selling or Solution Selling – T.A.S. desired
• Strong customer facing, presentation 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

 Travel You are required to travel  Pay & Benefits  For this role, the estimated base salary range is between $150,000 - $165,000. 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 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