Regional Sales Manager, DACH
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 Regional Sales Manager is responsible for selling Harmonic’s video processing solutions in the assigned territory through new business acquisition and/or growing existing accounts. This involves developing and maintaining relationships with senior level business, finance and technical executives and demonstrating how our solutions will allow them to efficiently run critical video services for their business.
This is a sales and relationship management position dedicated to selling Harmonic’s SaaS and appliances video processing solutions that requires a deep understanding of the customer's business and technology environment. The sales manager will serve as a subject matter expert in providing product and market expertise.
Location
Remote position based in Germany, with the flexibility to travel to customer sites as needed.
What you will be doing:
- Develop a direct relationship and develop new opportunities with existing key accounts and new customers.
- Develop and implement account and opportunity plans in support of company goals and quota objectives
- Plan and organize the support for any sales activities with Indirect Sales partners
- Establish a strong relationship with strategic and technology partners to cooperate on business opportunities and jointly offer a comprehensive ecosystem
- Align and prioritize efforts based on company’s initiatives to maximize revenue and customer satisfaction
- Report key information in a timely manner and bring visibility to the company with accurate forecasting
- Effectively and appropriately engage sales resources – technical pre-sales, product management, program management, partners, executive team and legal – and coordinate internal and external participation in tactical initiatives
- Respond to RFI/RFPs, creating proposals, developing ROI and TCO analysis
What you should have:
- Representing and embodying the sales organizations values of: Individual Leadership with accountability, commitment to goals and ability to mobilize for success; Customer Advocacy with the ability to listen to the customer to gain insight and then orchestrate solutions; Team Collaboration with the ability to lead, collaborate and then accelerate the team to support customer success
- Experience in a regional sales management role and experience in Broadcast, video & media infrastructure is a must.
- Prior experience in video infrastructure, whether in a sales or pre-sales capacity, is essential for this role. Candidates with a background in video technology solutions, pre-sales engineering, or related roles, are strongly encouraged to apply. If you have strong communication skills and technical expertise in video solutions, we welcome your application, even if your experience is primarily in a pre-sales or technical role.
- Technical knowledge and experience selling complex video technology solutions is a must
- Successful experience in proposing and selling SaaS solutions
- Knowledge of strategic value proposition required to offer solutions and support geared toward substantive customer satisfaction levels.
- Hunting sales approach to acquire new customers
- Business Acumen & Business Analytics: Pipeline/forecast management and ability to articulate business case
- Consultative Sales: Must exhibit ability to effectively comprehend, analyse, and resolve sales situations within the construct of developed strategic accounts
- Creativity: Develop creative tactical sales positioning and solution selling methods to suit demanding sales situations
- Influence and Negotiation
- Demonstrate effective communication and interpersonal skills
- Demonstrable experience of success with new strategic account development within the Broadcast, Telecom and/or SaaS market sectors.
Travel
- The role demands regular travel within the DACH region, up to 50% of the time, to build and maintain strong customer relationships.
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.
#LI-Remote 
