Regional Sales Director in Toronto, ON

$200K - $250K(Ladders Estimates)

Harmonic   •  

Toronto, ON M4E 3Y1

Industry: Telecommunications & Hardware


11 - 15 years

Posted 64 days ago

This job is no longer available.


The Regional Sales Director for the Canadian Cable market will have the primary responsibility of leading the sales efforts across Canada for cable operators. The Sales Director will be responsible for defining the strategic framework, economical drivers and tactical execution plan for the account management team to achieve profitable growth.

Key Accountabilities

Defining 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 teams' territory and through named accounts
  • Driving focus and execution across their team and additional sales and product management team members to ensure effective engagement in the account management process
  • Alignment with their teams in 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

Scale the organization for growth by

  • Analyzing, articulating and communicating key business drivers and imperatives across the organization
  • Focusing the Account Management teams on profitable growth opportunities
  • Using and reviewing market and competitive research, and data analysis to create fact-basedrecommendations and develop and implement a consistent framework for internal and external Account Management metrics reporting

Drive a strategy and culture to create Sales Effectiveness and Operational Excellence

  • Improved operational efficiency through evangelizing the Harmonic enablement tools and systems and driving governance and discipline in using these tools within the account management teams
  • Focus on structured selling methodologies, including disciplined opportunity management, as a means to drive a predictable, high quality order book and pipeline
  • Hiring and developing a talented team and establishing best practice as normal practice through effective team mentoring and management

Experience required

  • Demonstrable experience in a leading sales role, preferably in the video infrastructure delivery market
  • Extensive experience managing a sales team remotely with a track record of managing teams in high value, complex sales
  • Extensive account management experience in nominated markets
  • Extensive experience in selling high value solutions
  • Broad 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 cableindustry solutions and standards e.g. MPEG, SCTE, DOCSIS, Remote PHY, etc. nomenclature and relevant attributes directly impacting the sales decision process
  • Executive presence working effectively as part of a senior management team
  • Proven track record of strong talent and team development

Education and Training

BS /BA. MBA desired. 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 clientopportunities and team coaching and development needs

Valid Through: 2019-9-12