Technical Sales Manager

Description

• 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 region & accounts as well as engaging additional sales and product management 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 externall. 

• 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 
• Identify customer needs and find Harmonic solutions to meet identified needs 
• Give presentations, which will contain technical sections, to explain to customers how Harmonic products and services can add value to their networks 
• Participate in BOM development and quote generation for prospective and current customers to ensure the solution meets customer requirements. 
• Assist with the planning, coordination, and administration of various sales events such as regional trade shows and campaigns.
• Drive processes and improvements that are beneficial to the broader Harmonic team. 

• Demonstrable experience in a leading technical sales role, preferably in the fiber or cable access infrastructure delivery market 
• Account management experience in nominated markets 
• Experience in selling high value solutions 
• Experience in developing various GTM models dependent on geographies, segments, TAM opportunities etc. 
• Proficient in a sales methodology like Customer Centric Selling or Solution Selling  
• Strong customer facing and relationship management skills with appropriate negotiation and influencing skills 
• Strong new business development skills 
• Ability to develop creative tactical sales positioning and solution selling methods to suit demanding sales situations 
• Practical working knowledge of fiber and cable industry solutions and standards e.g. SCTE, DOCSIS, Remote PHY, FTTx, PON standards, etc. nomenclature and relevant attributes directly impacting the sales decision process 
• Excellent listening skills. The ability to understand the business needs of prospects / customers and articulate succinctly how our solution can meet their needs. 
• Experience selling at the tactical and executive levels 
• Proven track record as a strong team member