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Sales Director, Major Account

Company: Harmonic Inc.
Location: Denver
Posted on: February 25, 2021

Job Description:

The Major Account Sales Director for the North American Cable market will have the primary responsibility of leading the sales efforts across a strategic named major account(s). The Sales Director will be responsible for defining the strategic framework, economical drivers and tactical execution plan to achieve profitable growth. Key Accountabilities 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 teams' territory and through named accounts
  • Driving focus and execution across their team and additional sales and product management team members to ensure effective engagement in the account management process
  • Alignment with their teams in 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 Scale the organization for growth by
    • Analyzing, articulating and communicating key business drivers and imperatives across the organization
    • Focusing the Account Management teams 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 Drive a strategy and culture to create Sales Effectiveness and Operational Excellence
      • Improved operational efficiency through evangelizing the Harmonic enablement tools and systems and driving governance and discipline in using these tools within the account management teams
      • Focus on structured selling methodologies, including disciplined opportunity management, as a means to drive a predictable, high quality order book and pipeline
      • Hiring and developing a talented team and establishing best practice as normal practice through effective team mentoring and management Experience required
        • Demonstrable experience in a leading sales role, preferably in the video infrastructure delivery market
        • Extensive experience managing a sales team remotely with a track record of managing teams in high value, complex sales
        • Extensive account management experience in nominated markets
        • Extensive experience in selling high value solutions
        • Proficient in a sales methodology like Customer Centric Selling or Solution Selling - T.A.S. desired
        • 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--cable industry solutions and standards e.g. MPEG, SCTE,--DOCSIS, Remote PHY,--etc. nomenclature and relevant attributes directly impacting the sales decision process
        • Executive presence working effectively as part of a senior management team
        • Proven track record of strong talent and team development Education and Training BS /BA. MBA desired. A minimum of 10 years of work-related skill, knowledge, or experience is required within the market sectors and accounts targeted Travel Enthusiasm, ability and willingness to travel extensively (-50%) to work on challenging client opportunities and team coaching and development needs You have been redirected to a Harmonic Inc. job page

Keywords: Harmonic Inc., Denver , Sales Director, Major Account, Executive , Denver, Colorado

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