Sales Engineer

at  Harmonic Inc

SALES ENGINEER

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

We are looking for a Sales Engineer to join the Harmonic Sales Team.
You will report to the Vice President, Sales Engineering NAM.
You will be based in the United States.

WHAT YOU WILL BE DOING:

In this role you will:

• Be a technical evangelist for Harmonic’s SaaS/ Virtualized and Appliances solutions– influencing and advising the technical decision makers within strategic accounts in our target markets. Primary customers are aggregators (telco, OTT- mobile and internet, cable, terrestrial, satellite), OVP, broadcast television networks, content owners and tv/movie studios.
• Be autonomous and take ownership of your assigned accounts and regional area working closely with account sales executives
• Position and sell Harmonic’s solutions through every aspect of the sales cycle– presentations, hands-on demonstrations, RFI/RFP responses, design and architecture of digital video systems from signal acquisition to delivery, bill of material and pricing with current and prospective customers and generate winning solutions and systems designs.
• Moving in a very dynamic media market from a business as well as technology perspective, the presales role requires curiosity, sense of autonomy, agility and cloud-savvy culture.

What your job will look like:

• Develop adoption of Harmonic technologies and solutions amongst existing and potential customers. Ensure teamwork with the other pre-sales members to harmonize proposals and get feedback from the field.
• Understand the customer’s business and describe how the Harmonic solution will fit to the customer’s strategic advantage.
• Work as a trusted advisor, partnering with the customer on Technical Strategy and requirements.
• Able to effectively demonstrate Harmonic technical solutions remotely or on customer sites and be capable of organizing detailed technical workshops to deliver information concisely and effectively
• Strong focus on generating revenue and high customer satisfaction
• Assist customers in pilot, beta testing, and deployments. Involve additional engineering resources where necessary for custom development needs.
• Effectively communicate product requirements from the field back into product marketing.
• Excellent listening skills. The ability to understand the business needs of prospects / customers and articulate succinctly how our solution can meet their needs.
• Exceptional time management and organization, and the ability to manage a predefined project or process requiring the participation and assistance of individuals from multiple functional areas.

Other responsibilities include:

• Arrange demonstrations and trial installations
• Be a customer relay inside Harmonic, with capacity to summarize & track the customer situation.
• Collaborate with sales teams to understand customer business, promote company’s solutions and to provide sales support.
• Collaborate with Customer Success Manager to ensure a successful customers on-boarding for new SaaS projects
• When required, contribute technical information, itemized bill of materials, and solution diagrams for proposals, quotations and contracts.