Telco Fiber Sales Specialist

Description
Telco Fiber Sales Specialist
Harmonic is the worldwide leader in virtualized broadband solutions, shaping the next generation of multigigabit connectivity. We revolutionized broadband networking via the industry's first virtualized broadband solution, enabling broadband operators to more flexibly deploy gigabit internet service to consumers' homes and mobile devices. Learn more at

Role Description
We are looking for a dynamic and results-driven Telco Fiber Sales Specialist to drive sales and business development efforts for our Fiber solutions across the EMEA region including building the regional and local GTM strategies.

This role requires technical knowledge of fiber infrastructure, strong commercial acumen, and the ability to develop strategic relationships with telecommunications operators, service providers and technology partners. This involves developing and maintaining relationships with senior level business and technical executives and showing them the value of deploying multi-gigabit services with Harmonic's cOS solution.

You will report to the VP Sales EMEA.

Location
Remote – this position is 100% Remote anywhere in Germany

What You Will Be Doing
This is a complex solution sale and relationship management position that requires understanding customer's business and technology environment. Responsibilities include:

• Develop a direct relationship with existing and new key accounts in coordination with the existing Sales Account Manager. Identify, qualify and close new business with existing strategic key accounts in the given territory
• Manage and develop the direct or indirect sales strategy for the identified solutions, aligned to the Harmonic Go-To-Market model and strategy
• Establish and/or develop a strong relationship with either existing or new Harmonic Resellers to cooperate on identified business opportunities
• Develop and implement account and opportunity plans in support of company goals and quota objectives
• Establish a strong relationship with strategic and technology partners to cooperate on business opportunities and jointly offer a comprehensive ecosystem.
• Report key information in a timely manner and bring visibility to the Company with accurate forecasting
• Define and implement an aggressive customer acquisition strategy including a clear plan to take out customers from the competition
• Understand, articulate and document the business and technical needs of the assigned major account(s)
• Effectively and appropriately engage sales resources – regional Sales leads, solutions, 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
• Represent Harmonic and promotes positive image and brand during relevant industry events

Key Responsibilities

• ValueSelling:

• Use ValueSelling to differentiate Harmonic by helping Harmonic's customers and prospects see a direct link between their critical business issues and the value of the solutions Harmonic offers.

• Sales Execution:

• Drive revenue growth by identifying, developing, and closing sales opportunities for Fiber and PON solutions.

• Develop territory/account plans and manage sales forecasts.

• Customer Engagement:

• Build and maintain relationships with key decision-makers: CTOs, network planners, procurement teams, and technical and operational stakeholders.

• Conduct customer presentations and technical workshops.

• Market Development:

• Identify new business opportunities across the region.

• Provide market intelligence and feedback to marketing and product teams.

• Product Expertise:

• Maintain in-depth knowledge of current and future Fiber and PON technologies (GPON, XGS-PON, etc.).

• Translate technical capabilities into customer value propositions.

• Collaboration:

• Work closely with internal teams including Regional Sales, Product Management, Solutions Engineering, Marketing, and Customer Support.

• Support channel partners and distributors in complex sales engagements

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 and/or business development role acquired in the Fiber/PON market sectors
• Significant market contacts, technical knowledge and experience selling Broadband access (specifically PON, but also DOCSIS) 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
• Fiber/PON 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 (verbal and written), presentation and interpersonal skills
• Language: English language plus any other language in the target region

Travel
You are required to travel as required.

Diversity, Equality, and Inclusion at Harmonic
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.