Technical Sales Manager jobs in Austin, TX

The Technical Sales Manager for the North American Broadband market will have the primary responsibility of supporting the sales efforts across a defined regional territory within the United States and Canada for regional broadband internet service providers as well as any other accounts delegated. The Technical Sales Manager will be responsible for implementing the strategic framework, economical drivers and tactical execution plan to achieve profitable growth.

Supporting 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 territory and through named accounts
• Driving focus and execution across their coverage region & accounts as well as engaging additional sales and product management 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

• 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
• Identify customer needs and find Harmonic solutions to meet identified needs
• Give presentations, which will contain technical sections, to explain to customers how Harmonic products and services can add value to their networks
• Participate in BOM development and quote generation for prospective and current customers to ensure the solution meets customer requirements.
• Assist with the planning, coordination, and administration of various sales events such as regional trade shows and campaigns
• Drive processes and improvements that are beneficial to the broader Harmonic team.

• Demonstrable experience in a leading technical sales role, preferably in the cable access infrastructure delivery market
• Account management experience in nominated markets
• Experience in selling high value solutions
• Experience in developing various GTM models dependent on geographies, segments, TAM opportunities etc.
• 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. SCTE, DOCSIS, Remote PHY, MPEG etc. nomenclature and relevant attributes directly impacting the sales decision process
• Excellent listening skills. The ability to understand the business needs of prospects / customers and articulate succinctly how our solution can meet their needs.
• Experience selling at the tactical and executive levels
• Proven track record as a strong team member

BS /BA. A minimum of 10 years of work-related skill, knowledge, or experience is required within the market sectors and accounts targeted

Enthusiasm, ability and willingness to travel extensively (~50%) to work on challenging client opportunities and team coaching and development needs