Regional Sales Manager, Cable

Harmonic is the industry leading solution for the transformation for video, cable and media companies, with smarter, faster, and simpler video streaming and broadband services. We are at the forefront of industry innovations, with simplified streaming using the cloud or software as a service, or next-generation gigabit services for the cable market. To learn more, go to “About Harmonic”.

Role description:
The Regional Sales Manager, Cable is responsible for selling Harmonic’s Cable Access Broadband Solutions (FMA, DAA, FWA and PON) and for building the regional and local GTM strategies in DACH (Germany, Austria, Switzerland) and other parts of Western Europe. This involves developing and maintaining relationships with senior level business and technical executives and showing them the benefits of deploying multi-gigabit services with the CableOS solution. The role reports to the Europe Cable Sales team.

What you will be doing:
This is a complex solution sale and relationship management position that requires understanding customers' business and technology environment. Responsibilities include:

- Develop a direct relationship with existing key accounts and new customers in the assigned region
- Develop and implement account and opportunity plans in support of company goals and quota objectives
- As primary point of contact responsible for the overall customer relationship, 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 target initiatives to maximize revenue and customer satisfaction for target account(s)
- 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 and strategies initiatives
- Respond to RFI/RFPs, creating proposals, developing ROI and TCO analysis and communicating this to Product Marketing

Sales Accountabilities:

- Achieve & exceed the agreed sales and profit targets for the Harmonic’s business within the defined customer and/or territory.
- Develop and maintain account plans to ensure clear actions are agreed to achieve set targets.
- Identify opportunities and submit for qualification.
- Ensure that qualified opportunities are developed
- Ensure that bids and/or proposals are delivered for qualified opportunities
- Close the sale with a signed contract/order including support
- Maintain and keep updated sales pipeline/forecast tools.
- Regular activity report as agreed with appropriate management.
- Own the on-going commercial relationship between Harmonic and identified customers.
- Build effective relationship & networks at all levels within the customer organisation to achieve high level of intelligence and planning.
- Organise time and tasks to optimise number of visits to the customer.

What you will need to succeed:

- 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
- Demonstrable experience in a regional sales management role acquired in the cable access market sector and named accounts targeted
- Understanding of and ability to succinctly articulate the current strategic needs of Harmonic’s customers in the nominated accounts
- Significant market contacts, technical knowledge and experience selling cable access (DOCSIS and/or PON) solutions with target account(s)
- Proven background in developing relationships with key decision makers and influencers
- Experience in closing large technology deals
- Knowledge of strategic value proposition required to offer solutions and support geared toward substantive customer satisfaction levels.

**Skills**:

- Business Acumen & Business Analytics: Pipeline/forecast management and ability to articulate business case
- Cable Access knowledge and proven sales experience
- Consultative Sales: Must exhibit ability to effectively comprehend, analyze, and resolve sales situations within the construct of the typical and newly 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
- Language: Proficiency in English and German language. Other languages in the target region are a benefit

Travel requirements
- Travel as required

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