We are looking for a Regional Sales Manager to be responsible for selling Harmonic’s solutions within North America media accounts in the assigned region.

The Regional Sales Manager is responsible for selling complex technical products / services and this involves developing and maintaining relationships with senior level business and technical executives and showing them how our solutions will allow them to run critical video services for their business.

This is a complex solution sale and relationship management position which requires deep understanding our customer's business and technology environment and requires a strong technical industry background with an emphasis in cloud and SaaS. The Regional Sales Manager must be able to effectively deal with both technical and business issues at all appropriate levels.

The Regional Sales Manager is expected to accelerate our penetration and increase the number of Harmonic SaaS solutions in North America as their primary responsibility. This position will provide proposals, demonstrations, and technical support to the accounts in the assigned region and drive closing complex technical sales. Existing knowledge and/or business relationships with media accounts is a plus.

You will be based in the United States. The northeast to Midwest near a major airport is preferred.

• Maximize revenue and customer satisfaction for target Accounts/Markets within your assigned Region
• Actively pursue new customers and business opportunities
• Grow long-term successful relationships with customers in the assigned region
• Understand, articulate, and document the business and technical needs of your customers in order to propose the appropriate Harmonic solution(s)
• Develop and implement sales opportunity plans in support of company goals and quota objectives
• Effectively engage sales resources – technical pre-sales, product management, program management, channel partners, executive team and legal – to successfully close business by developing customer centric solutions based on the specific needs of the customer
• Effectively communicate product requirements from the field back into product management and engineering
• Respond to RFI/RFPs, create proposals, develop ROI and TCO analysis
• Build and maintain knowledge base of company’s products, solutions, and services as required to adequately support the assigned market sector(s)
• Manage and develop our market leadership in the assigned accounts
• Work independently receiving little supervision for most assignments
• Meet or exceed sales quota

• Demonstrable experience in sales management, preferably acquired in the video infrastructure market
• Understanding of and ability to succinctly articulate the current strategic needs of customers in the nominated territories
• Significant market contacts and/or technical knowledge and experience selling complex video technology solutions
• Proven track record and comprehension of the latest principles, methods, and processes for demonstrating, promoting, and selling products and services
• Knowledge of practical applications and relevant engineering technologies including principles, techniques, procedures, and competitive benefits of Harmonic’s products and solutions
• Possess a deep understanding of Cloud Technology and SaaS solutions
• Proven success in presenting, proposing, and selling Cloud Technology and SaaS solutions
• Knowledge of strategic value proposition sales principles and methods required to offer solutions and support geared toward substantive customer satisfaction levels

• Influence and Negotiation
• Business Acumen & Business Analytics: Pipeline/forecast management and ability to articulate business case
• Verbal: Must have executive presence and clear communication skills (internal/external) with excellent English language skills
• Persuasion: Capability of persuading others to accept product/solution concepts that may differ from their initial perspectives
• 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
• Software Tool and Programs: Use of Harmonic’s standardized applications to optimize the execution of deliverables

Expect greater than 50% U.S. domestic travel