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Business Development Director, (SaaS Technologies, OTT), NAM

75% Flex
Full Remote
Full time
180 - 200 K yearly
  • Remote from:United States
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Business Development Director, (SaaS Technologies, OTT), NAM

75% Flex
Remote: Full Remote
Contract: Full time
Salary: 180 - 200K yearly

Offer summary

Qualifications: BS in Business, Computer Science or related field, Strong negotiation and communication skills with proven experience in business development.

Key responsabilities:

  • Research, identify, and develop new SaaS opportunities in NAM region
  • Collaborate with sales teams to support winning strategies and facilitate customer engagements for SaaS solutions
  • Build strategic partnerships with technology providers and product management teams
  • Ensure successful execution of SaaS projects by identifying customer requirements and contributing to project activities
Harmonic logo
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Telecommunication ServicesLarge

1001 - 5000 Employees

Job description

Logo JobgetherYour missions

Business Development Director, NAM (SaaS Technologies, OTT)

Harmonic is the industry leading solution for the transformation for video, cable and media companies, with smarter, faster, and simpler video streaming and broadband services. We are at the forefront of industry innovations, with simplified streaming using the cloud or software as a service, or next-generation gigabit services for the cable market. To learn more, go to “About Harmonic”.

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.


Remote: You can be located anywhere in NAM with proximity to major international airports.

What you will be doing:

  • Business Development
    • 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.
  • Support and Facilitate
    • 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
    • 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:
    • 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


Frequent travel may be required to meet customers and peers

Pay & Benefits

For this role, the estimated base salary range is between $180,000 - $200,000. The actual base salary will vary based on various factors, including market, location and individual qualifications objectively assessed during the interview process

Diversity, Equality, and Inclusion at Harmonic

At Harmonic, we believe that building and nurturing a global team with diverse backgrounds and voices is critical to our success. Together, we achieve excellence through creativity and innovation, build relationships based on integrity and mutual respect, and deliver the highest quality in every aspect of our business for the benefit of our employees, business partners and shareholders.

Additional Equal Opportunity statement

Harmonic is an equal opportunity employer. Qualified applicants will receive consideration for employment regardless of gender, race, color, national origin, ancestry, citizenship, religion, age, physical or mental disability, medical condition, genetic information, pregnancy, sexual orientation, gender identity or gender expression, veteran status, or marital status, or any other characteristic protected by federal, state or local law. In addition, we will provide reasonable accommodations for qualified individuals with disabilities. Additionally, we will make reasonable accommodation to assist a person with a disability in the application process. If you need an accommodation in order to apply for a position, please contact

For more information, please see links below:

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Hard Skills
Soft Skills
  • Leadership to adapt to shifting priorities and problem-solving abilities while inspiring teamwork, trust, and driving results
  • Effective communication and simplification of complex ideas with customer-centric approach

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