STRATEGIC ACCOUNT DIRECTOR, NORTH AMERICA BROADBAND

Harmonic is the worldwide leader in virtualized broadband and video delivery solutions, enabling media companies and service providers to deliver premium broadband, video streaming, and broadcast services to consumers globally. At the forefront of innovation, Harmonic simplifies streaming through advanced cloud and software-as-a-service offerings, as well as accelerates the deployment of next-generation gigabit broadband services. To learn more, go to “About Harmonic”.

ROLE DESCRIPTION

We are looking for a Strategic Account Sales Director for the North American Broadband market.
You will report to the Vice President, Strategic Broadband Accounts, North America
You will be based in San Diego, CA

WHAT YOU WILL BE DOING

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 accounts as well as engaging additional sales, product management and engineering 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

Scaling 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

Driving a strategy and culture to create Sales Effectiveness and Operational Excellence through:

• 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