Business Development Director, Apac

**Role Description**

The purpose of this role is to help define and implement the go-to-market strategy for Harmonic’s SaaS business in APAC with the ultimate goal to rapidly grow our MRR (Monthly Recurring Revenue) acquiring new Key SaaS Accounts across the entire region.

You will research the market, identify and qualify new strategic opportunities and grow the pipeline of SaaS projects for Harmonic. You will facilitate and streamline a successful SaaS sales execution process, accelerate the opportunities, and reduce barriers to ultimately deliver additional revenue to the organization.

You can be located anywhere in APAC with close proximity to major international airports.

**What you will be doing**
- Business Development
- Identify, qualify and bring new SaaS opportunities across APAC, especially with a focus on new Tier 1 accounts (especially with Content Providers & Right owners) and in coordination with the Sales team.
- Define & implement the regional strategy and the plan to grow our cloud business with new OTT entrants.
- Support and Facilitate
- Support the Sales managers in building winning strategies on the newly identified opportunities.
- Enable Sales and Presales managers to sell SaaS by partnering with them in facilitating customer engagement on the value SaaS brings to their business and supporting their buying decision.
- Co-facilitate and support Sales and Presales 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 sales teams of our technology partners,
- Facilitate the communication and cooperation between the Sales teams of Harmonic in APAC and their counterparts at our Strategic Partners.
- Build new strategic partnerships with complementary technology suppliers.
- Liaise 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**
- 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 management (including C-level) inside and outside the company
- A proven experience in closing complex business deals, demonstrating a capability to solve problems and adopting a consultative approach with the customers
- Excellent written and verbal communications including the ability to simplify and communicate complex ideas
- Experience excelling in a matrixed organization, putting ego aside, inspiring teaming and trust, leading by example and result-driven
- Experience with customer-centric sales methodologies is a plus
- Experience in SaaS business models and SaaS technologies - cloud architecture and deployment environments is a must
- OTT workflow knowledge experience is a strong plus

**Travel**
- Frequent travel may be required to meet customers and peers

**Educational requirements**
- BS in Business, Computer Science or equivalent