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Regional Sales Director

Company: Harmonic Inc
Location: Dallas
Posted on: September 17, 2020

Job Description:

Join our team of innovators working to create the next technology for video streaming and cable access networks, now. RECRUITING THE BEST TALENT TO

CREATE TOMORROW'S SOLUTIONS Harmonic’s DNA lies in  the innovation of technology for video delivery and cable access networks.  We strive to help our customers deliver exceptional viewing experiences worldwide. The company was created in Silicon Valley 25 years ago and has been expanding ever since. With offices in over 110 countries, we are able to recruit the best talent to create tomorrow’s video and cable access solutions, today. Our world-class R&D teams are working on the cutting edge of technology, allowing our customers to deliver video and broadband services with breakthrough cloud media and AI video processing, software as a service platform, virtualized access networks, and much more.

Whether it be R&D, service, and support or corporate functions, all of our employees make a difference for our customers and their end viewer's experience. Our teams are constantly growing and evolving, that is why we are always looking for new talent, driven to take up the next industry challenge. Our success hinges on the innovation, integrity and dedication of our teams.

HEAR IT FROM THE TEAM “ Harmonic is an innovative, reliable, technology company that cares about its customers. I would like to call it a family. I get support from any level and feel respected as an employee. I’ve been with the company for over 7 years now, and I am continuing with joy! ” Julien Chazottes | Regional Sales Manager, Harmonic France

Join our Team Are you ready to help our teams exceed goals and customer expectations? Explore our current career opportunities and join our thriving company. WANT TO STAY UP TO DATE WITH INDUSTRY TIPS, NEWS & TOPICS? It's easy to stay in the know when you join the Harmonic Connection. By filling out this form, you'll be signing up to receive our monthly newsletter filled with tips, news and topics that are trending in the industry. We promise once a month, you'll re ceiv e the newsletter you've been waiting to open. Sales US Field, United States Denver, United States Seattle, Washington Illinois, Chicago Dallas, Texas United States United States United States United States United States

The Regional Sales Director for the Western US Regional Cable market will have the primary responsibility of leading the sales efforts across the Western US for cable operators as well as any other accounts and domestic regions delegated. The Sales Director will be responsible for defining the strategic framework, economical drivers and tactical execution plan for the account management team to achieve profitable growth.

Key Accountabilities

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

Experience required

Demonstrable experience in a leading sales role, preferably in the cable broadband delivery market

Extensive account management experience in nominated markets

Extensive experience in selling high value solutions

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. MPEG, SCTE, DOCSIS, Remote PHY, 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. MBA desired. A minimum of 10 years of work-related skill, knowledge, or experience is required within the market sectors and accounts targeted


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


Western USA

Must be within 1 hour drive of major airport

Ideal metro areas: Denver, Chicago, Phoenix, Dallas, Portland, Seattle, Kansas City, St. Louis, Ohio

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