Telco Fiber Sales Specialist

Overview

Telco Fiber Sales Specialist – Harmonic

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

Location: Remote – this position is 100% Remote anywhere in Germany

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

• 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)
• Effectively and appropriately engage sales resources – regional Sales leads, solutions, product management, program management, partners, executive team and legal – and coordinate internal and external participation in tactical and strategic initiatives
• Respond to RFI/RFPs, creating proposals, developing ROI and TCO analysis
• Represent Harmonic and promote a positive image and brand during relevant industry events

Key Responsibilities

• ValueSelling: Use ValueSelling to differentiate Harmonic by helping customers see the direct link between their critical business issues and 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 business opportunities across the region; provide market intelligence and feedback to marketing and product teams.
• Product Expertise: Maintain in-depth knowledge of current and future Fiber and PON technologies (GPON, XGS-PON, etc.) and translate technical capabilities into customer value propositions.
• Collaboration: Work with internal teams including Regional Sales, Product Management, Solutions Engineering, Marketing, and Customer Support; support channel partners and distributors in complex sales engagements.

What You Will Need To Succeed

• Representing and embodying the sales organization’s values of leadership, accountability, customer advocacy, and teamwork.
• Demonstrable experience in a regional sales management and/or business development role in the Fiber/PON market sectors
• Significant market contacts, technical knowledge 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 to deliver customer satisfaction

Skills

• Business Acumen & Analytics: Pipeline/forecast management and articulating a business case
• Fiber/PON knowledge and proven sales experience
• Consultative Sales: Ability to analyze and resolve sales situations within strategic accounts
• Creativity: Develop tactical sales positioning and solution selling methods
• Influence and Negotiation
• Effective communication, presentation, and interpersonal skills
• Language: English; additional languages in the target region are a plus

Travel

You are required to travel as required.

Diversity, Equality, and Inclusion at Harmonic

At Harmonic, we believe that building 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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