Director, Key Accounts Sales

DescriptionDirector, Key Accounts SalesHarmonic is the worldwide leader in video delivery solutions, enabling 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 at www.harmonicinc.com.Role DescriptionThis role is responsible for selling Harmonic’s solution within a specific territory considered strategic to the success of our company. This involves developing and maintaining relationships with senior level business and technical executives and showing them how our solutions will allow them to run critical video services for their business. This is a complex solution sale and relationship management position which requires deep understanding our customer's business and technology environment.LocationHybrid role – with periodic onsite work at our Toyko office, JapanWhat You Will Be DoingManage and develop our market leadership in the allocated countries / region or segments Manage and develop the direct or indirect sales strategy aligned to the Harmonic Go To Market model and strategyDevelop and implement long term customer account plans and short/medium term opportunity plans in support of company goals and quota objectivesQualify and close new business in the given territoryAlign and prioritize efforts based on Harmonic’s sales initiatives to maximize revenue and customer satisfaction for target territoryBuild and maintain knowledge base of company’s products, solutions, and services as required to adequately support the assigned market sector(s) Understand, articulate and document the business and technical needs within assigned territoryEffectively engage sales resources – technical pre-sales, product management, program management, partners, executive team and legal – to successfully close business developing customer centric solutions based on the specific needs of the customerMeet or exceed sales quotaRespond to RFI/RFPs, create proposals, develop ROI and TCO analysisDemonstrate excellent and effective communication skills to coordinate internal and external participation in tactical and strategies initiativesMaintains up to date knowledge on industry news and trends, products, services, and competitors Represents Harmonic and promotes its positive brand and image during relevant industry events What You Should HaveDemonstrable experience in regional sales management, ideally within the video infrastructure market, with a proven track record of closing large technology or service deals and building relationships with key decision-makers. Deep understanding of Harmonic’s customer needs, strategic value propositions, and key technologies and differentiators valued by our customer base. Strong market contacts and technical knowledge, with experience selling complex video technology solutions and applying relevant engineering principles and competitive benefits of Harmonic’s offerings.Proven ability to promote and sell products and services using the latest sales principles, consultative methods, and solution selling approaches tailored to strategic accounts. Business acumen and analytical skills, including pipeline and forecast management, ROI/TCO analysis, and the ability to articulate compelling business cases. Excellent communication and persuasion skills, with executive presence and the ability to influence stakeholders and guide them toward optimal solutions. Strong judgment and decision-making capabilities to mitigate risk, manage expenses, and evaluate options to solve problems effectively. High emotional intelligence and interpersonal skills to foster constructive, collaborative relationships across teams and functions. Commitment to continuous learning and staying current with Harmonic’s products, services, industry trends, and best-in-class marketing approaches. Creativity in developing tactical sales positioning and adapting solution selling methods to complex sales scenarios. Software Tool and Programs: Use of Harmonic’s standardized applications to optimize the execution of deliverables.Educational background: BS/BA required; MBA preferred, with a minimum of 7 years of relevant experience in targeted market sectors and accounts. Native language in Japanese and fluent in English Travel RequirementsYou are required to travel up to 50% (determined by region)Diversity, Equality, and Inclusion at Harmonic IncAt 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 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.