Description:
Role Description:
The purpose of this role is to help define and implement the Go-to-Market strategy for Harmonic’s SaaS business in the North America Region (NAM) with the goal to rapidly grow our MRR (Monthly Recurring Revenue) acquiring new Key SaaS Accounts across the Region.
You will research the market, identify, and qualify new strategic opportunities and grow the pipeline of SaaS projects. You will facilitate and streamline a successful SaaS sales execution process, accelerate opportunities, reduce barriers, and deliver on new revenue opportunities.
Location:
Remote: You can be located anywhere in NAM with proximity to major international airports.
What you will be doing:
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- Identify, qualify, and bring new SaaS opportunities across NAM, with a focus on new Tier 1 accounts (especially with Content Providers, Right Owners) in coordination with the NAM Sales teams.
- Define & implement the Regional strategy and the plan to grow our cloud business with new OTT entrants.
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- Support the Sales Directors in building winning strategies with the newly identified opportunities.
- Enable Sales and Pre-Sales managers to sell SaaS by partnering with them in facilitating customer engagement and the defining the value proposition SaaS based solutions brings to their business and supporting their buying decision.
- Co-facilitate and support Sales and Pre-Sales on a number of opportunities until the business model and the sales methodology is fully adopted. Win lighthouse projects and share them across the organization as reference business models.
- Develop a strategy and execution plan to grow our cloud & SaaS business with key accounts on cloud business and develop viable business models: qualification, TCO customization, price optimization.
- Contribute to the development of the sales team’s skills (new sales and ongoing education), focusing on new customer acquisition and on selling value/service rather than features/product. Define, propose, and execute trainings in coordination with the Sales Leadership team. Suggest/implement with the Sales team potential evolutions to Harmonic’s Sales process, if necessary.
- Leverage strategic partnerships
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- Cooperate with the Strategic Partnership team to develop the activities with the NAM Region sales teams and their counterparts at our Strategic Partners.
- Build new strategic partnerships with complementary technology solutions
- Engage with SaaS Product Management:
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- Accompany the successful execution of SaaS opportunities into operational projects: clearly identify and formulate the customer requirements, work with the Product Management team on Roadmap planning, identify gaps and actively contribute to project activities under the leadership of the Technical Program Management team, accompany the Harmonic team and the customer on the project execution until launch
What you need to succeed:
- BS in Business, Computer Science or equivalent technical degree or experience
- Strong leadership, communication, and organizational skills with the flexibility to shift priority projects as required
- Significant business development experience, experienced in working with all levels of Engineering and Product Management (including C-level) inside and outside the Company
- A proven expertise in closing complex business deals, demonstrating a capability to solve problems and driving a consultative approach with customers and partners.
- Excellent written and verbal communications including the ability to simplify and communicate complex ideas
- Experience working in a matrixed organization, putting ego aside, inspiring teaming and trust, leading by example and a results-driven approach
- Experience with customer-centric sales methodologies is a plus
- Experience in SaaS business models and SaaS technologies - cloud architectures and deployment environments are a must
- OTT architectures, and platform workflow knowledge is a strong plus