Regional Sales Director, DACH
Vor 3 Tagen
Description
Regional Sales Director, DACHHarmonic is the industry leading solution for the transformation for broadband, video and media companies, with smarter, faster, and simpler broadband and video streaming 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 broadband market. To learn more, go to “”.Role DescriptionThe Regional Sales Director, Broadband is responsible for selling Harmonic’s Access Broadband Solutions (DOCSIS, DAA, and PON/Fibre) and for building the regional and local GTM strategies in DACH (Germany, Austria, Switzerland). 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 cOS solution. The role reports to the Europe Broadband Sales team.LocationRemote – this position is 100% Remote anywhere in GermanyWhat you will be doingThis 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 regionDevelop and implement account and opportunity plans in support of company goals and quota objectivesAs 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 ecosystemAlign 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 forecastingEffectively 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 initiativesRespond to RFI/RFPs, creating proposals, developing ROI and TCO analysis and communicating this to Product MarketingSales 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 developedEnsure that bids and/or proposals are delivered for qualified opportunitiesClose the sale with a signed contract/order including supportMaintain 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 succeedRepresenting 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 successDemonstrable experience in a regional sales management role acquired in the broadband access market sector and named accounts targetedUnderstanding of and ability to succinctly articulate the current strategic needs of Harmonic’s customers in the nominated accountsSignificant market contacts, technical knowledge and experience selling broadband access (DOCSIS and/or PON) solutions with target account(s)Proven background in developing relationships with key decision makers and influencersExperience in closing large technology dealsKnowledge of strategic value proposition required to offer solutions and support geared toward substantive customer satisfaction levels.SkillsBusiness Acumen & Business Analytics: Pipeline/forecast management and ability to articulate business caseBroadband 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 accountsCreativity: Develop creative tactical sales positioning and solution selling methods to suit demanding sales situationsInfluence and NegotiationDemonstrate effective communication and interpersonal skillsLanguage: Proficiency in English and German languageTravel (if applicable)Travel as requiredDiversity, Equality, and Inclusion at HarmonicAt 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 relationshipsbased 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.#LI-Remote#LI-AW1
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