Sr Account Director NA Service Providers at Harmonic, Inc – San Jose, California

Sr Account Director NA Service Providers
Harmonic is the worldwide leader in video delivery solutions. We enable media companies and Service Providers to deliver ultra-high-quality streaming and broadcast services to consumers globally through innovative SaaS platforms and software-based appliances. We are changing the way media companies and Service Providers monetize live and on-demand content on every screen. More information is available atwww.harmonicinc.com
Role Description

Harmonics North America Sales organization is seeking a candidate with extensive experience working with both Tier 1 and Tier 2+ customers. The ideal candidate must have a proven ability to build a robust pipeline of multi-million-dollar deals and possess established C-level relationships with key customers within the Service Providers vertical. The candidate must demonstrate a proactive, go-getter approach to prospecting with both existing and new customers.
The primary focus will be driving sales of Appliances, SaaS, and SSAI workflows, while also demonstrating the ability to effectively articulate solutions and craft commercial proposals tailored for Tier 1 and Tier 2+ customers. Experience with cloud platforms such as AWS, Azure, GCP, and Akamai will be highly relevant for this role.
This role reports to Vice President, Sales, Service Providers, North America.
The position can be based anywhere in the US.
What you will be doing:

Drive and close multi-million-dollar deals.

Secure SaaS and SSAI agreements with Tier 1 and Tier 2+ customers.

Leverage your network and our partner network to create an effective pipeline and increase market share

What you need to be successful:

Demonstrate independence and the ability to quickly navigate Harmonic's internal organization.

Thrive in face-to-face customer engagement, with a willingness to travel extensively.

Excel at building strong relationships and influencing key decision-makers effectively.

Earn customer trust through a deep understanding of the video business, encompassing both technical and commercial aspects.

Demonstrate a proven track record of building and maintaining a robust sales pipeline

Highly motivated to close deals and overachieve targets.

Proactively seeks out new greenfield opportunities and untapped customers.

Driven to win competitive takeouts and outperform rivals.

Passionate about building and fostering new customer relationships.

Thrives in challenging environments where competition is intense, and customer budgets are constrained.

Eager to collaborate, learn, and share knowledge with team members across different organizations within Harmonic.

What you should have:

Proven track record of extensive experience in the video industry

A comprehensive understanding of customer challenges, technical requirements, and commercial dynamics.

Have an in-depth knowledge of various video platforms and cultivate strong, trusted relationships with their customers to successfully close appliance and SSAI deals.

Proficiency in CRM software and sales analytics tools.

Excellent communication, negotiation, and interpersonal skills.

Travel

You are required to travel greater than 50%
Pay & Benefits

For this role, the estimated base salary range is between $ 130,000 - $ 175,000. The actual base salary will vary based on various factors, including market, location, and individual qualifications objectively assessed during the interview process. This position may also be eligible to receive incentive compensation: bonus, equity, and benefits. Sales positions are generally offered a competitive On Target Earnings (OTE) incentive compensation structure.
Diversity, Equality, and & Inclusion at Harmonic Inc

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 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.
Additional Equal Opportunity statement

Harmonic is an equal opportunity employer. Qualified applicants will receive consideration for employment regardless ofgender, race, color, national origin, ancestry, citizenship, religion, age, physical or mental disability, medical condition, genetic information, pregnancy, sexual orientation, gender identity or gender expression, veteran status, or marital status, or any other characteristic protected by federal, state or local law. In addition, we will provide reasonable accommodations for qualified individuals with disabilities. Additionally, wewill make reasonable accommodation to assist a person with a disability in the application process. If you need an accommodation in order to apply for a position, please contacthrhelp.nam@harmonicinc.com

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