Jobs and Careers

Sr. SaaS Streaming/OTT Sales Manager

Los Angeles, United StatesRemotefull_timeVerifiedPosted 21 Jul 2025

💰 $150,000/yr($120,000/yr – $150,000/yr)

About the role

Sr. SaaS Streaming OTT Sales Manager Harmonic 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 DescriptionWe are looking for a Sales Manager who is responsible for selling Harmonic’s Video streaming solutions in the assigned territory through new business acquisition and/or growing existing accounts. This involves developing and maintaining relationships with senior level business, finance and technical executives and demonstrating how our solutions will allow them to efficiently run critical video services for their business. You will report to the Vice President, Sales, M&E / CP / OTT. LocationRemote – this position is 100% Remote based in the US, ideally on the West Coast, and preferably Los Angeles Scope This is a complex Video streaming solution and/or SaaS (Software-As-A-Service) sales and relationship management position that requires understanding the customer's business and technology environment. The incumbent will serve as a subject matter expert in product and market expertise. What you will be doing:

Develop a direct relationship and develop new video streaming opportunities with existing key accounts and new customers.
Focus on new accounts targeting sports and new media - Los Angeles media accounts, Mid-tier Accounts and FAST platforms adding live.
Develop partnerships SIs to use VOS as an engine for video pipeline providers.
Target accounts that are underserved.
Identifying, qualifying and closing new business with existing strategic key accounts in the given territory
Establish and/or develop a strong relationship with Harmonic’s Strategic and Technology partners to cooperate on business opportunities and jointly offer a comprehensive ecosystem to the customers
Define and implement an aggressive customer acquisition strategy including a clear plan to take out the competition at customers
Understand, articulate and document the business and technical needs of the assigned major accounts
Report key information in a timely manner and bring visibility to the Company with accurate forecasting
Effectively and appropriately engage sales resources – technical pre-sales, 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

What you should have:

Representing and embodying the sales organization's values of: Individual Leadership with accountability, commitment to goals and ability to mobilize for success; Customer Advocacy with the ability to listen to the customer to gain insight and then orchestrate solutions; Team Representation with the ability to lead, collaborate and then accelerate the team to success
Extensive direct sales experience
Deep video technology and market expertise
Demonstrable experience in a regional or key account sales management role, preferably acquired in the video infrastructure delivery market
Understanding of and ability to succinctly articulate the current strategic needs of Harmonic’s customers in the nominated accounts
Significant market contacts, technical knowledge and experience selling complex video technology solutions
Successful experience in proposing and selling SaaS solutions
Proven background in developing relationships with key decision makers and influencers
Experience in closing large and multi-year technology deals