Sales DirectorSr. Director, Broadband

Sales Director/Sr. Director Broadband – Remote (Canada)
The Sales Director/Sr. Director Broadband will have the primary responsibility of supporting the sales efforts across Canada for a defined set of Fiber and Cable internet service providers. The Sales Director/Sr. Director Broadband will be responsible for implementing the strategic framework economical drivers and tactical execution plan to achieve profitable growth. You will be reporting to Vice President Strategic Broadband Accounts North America.

Location
Remote – 100% Remote anywhere in Canada.

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 the territory and through named accounts.

Driving focus and execution across 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.

Driving proactive new business development through the deliberate alignment and application of sales and account management best practices both internally and externally.

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 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 optic 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 optic and cable industry solutions and standards.

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.

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

Travel
Enthusiasm, ability and willingness to travel extensively (50‑75%) to work on challenging client opportunities and team coaching and development needs.

Pay & Benefits
For this role the estimated base salary range is between $120,000‑$150,000 CAD. The actual base salary will vary based on various factors including market location and individual qualifications. This position may also be eligible for incentive compensation: bonus, equity, and benefits. Sales positions are generally offered a competitive on Target Earning (OTE) incentive compensation structure.

Diversity,…