Jobs and Careers

Technical Sales Manager

United StatesRemotefull_timeVerifiedPosted 7 May 2025

💰 $125,000/yr($110,000/yr – $125,000/yr)

About the role

Technical Sales Manager 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 www.harmonicinc.com. Role Description 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.

LocationRemote – this position is 100% Remote anywhere in the Southeast US region or Texas/Oklahoma/Missouri What you will be doing: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 externall.

Implement the strategy and culture to create Sales Effectiveness and Operational Excellence:

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.

What you should have:

Demonstrable experience in a leading technical sales role, preferably in the fiber or 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
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 fiber and cable industry solutions and standards e.g. SCTE, DOCSIS, Remote PHY, FTTx, PON standards, etc. nomenclature and relevant attributes directly impacting the sales decision process
Excellent