Strategic Account Director, North American Broadband

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 accounts as well as engaging additional sales, product management and engineering 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 externally

• Analyzing, articulating and communicating key business drivers and imperatives across the organization
• Focusing the company 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

• 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

• 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
• Extensive experience in a leading sales role, preferably in the cable access infrastructure delivery market
• Extensive account management experience in nominated markets
• Extensive experience in selling high value solutions
• Extensive experience in developing various GTM models dependent on geographies, segments, TAM opportunities etc.
• Proficiency in a sales methodology like Customer Centric Selling or Solution Selling – T.A.S. desired
• Strong customer facing, presentation 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. SCTE, DOCSIS, Remote PHY, MPEG 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