Overview
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 www.harmonicinc.com.
Location: Remote – this position is 100% Remote anywhere in the UK
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.
What You Will Be Doing
This is a complex solution sale and relationship management position that requires understanding the 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)
* Coordinate engagement of sales resources – regional sales leads, solutions, product management, program management, partners, executive team and legal – in tactical and strategic initiatives
* Respond to RFI/RFPs, create proposals, develop ROI and TCO analysis
* Represent Harmonic and promote a positive image and brand during relevant industry events
Key Responsibilities
* Value Selling: Use Value Selling to differentiate Harmonic by linking customer issues to the value of Harmonic’s solutions
* 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; conduct customer presentations and technical workshops
* Market Development: Identify new opportunities across the region; provide market intelligence to marketing and product teams
* Product Expertise: Maintain in-depth knowledge of current and future Fiber and PON technologies; translate technical capabilities into customer value propositions
* Collaboration: Work with internal teams and support channel partners in complex sales engagements
What You Will Need To Succeed
* Representing and embodying Harmonic’s values: Individual Leadership, Customer Advocacy, and Team Collaboration
* Demonstrable experience in a regional sales management and/or business development role in the Fiber/PON market sectors
* Significant market contacts and experience selling Broadband access (PON and DOCSIS) solutions with target accounts
* Proven ability to develop relationships with key decision makers and influencers
* Experience in closing large technology deals
* Knowledge of strategic value propositions for customer satisfaction
Skills
* Business Acumen & Analytics: Pipeline/forecast management and ability to articulate a business case
* Fiber/PON knowledge and proven sales experience
* Consultative Sales: Ability to understand, analyze, and resolve sales situations with strategic accounts
* Creativity in tactical sales positioning and solution selling
* Influence and Negotiation; strong verbal and written communication, presentation and interpersonal skills
* Language: English (additional regional languages welcome)
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. 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.
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