As an Account Executive at Harmonic, your primary mission is to expand the company's market footprint and drive predictable, high-margin revenue growth. Your day-to-day activities will be highly dynamic, blending strategic planning, active prospecting, and cross-functional collaboration.

You will be responsible for managing the entire sales lifecycle within your assigned territory or account list. This includes identifying high-potential prospects, establishing contact with key decision-makers, and conducting thorough discovery sessions to understand their business challenges. You will work closely with Harmonic's internal Solutions Engineers to architect tailored technical solutions, coordinate product demonstrations, and manage complex proof-of-concept evaluations.

Collaboration is a cornerstone of success in this role. You will regularly interface with Product Management to share market feedback, help shape the product roadmap based on customer requirements, and align with the Customer Success and Professional Services teams to ensure seamless post-sale delivery. Additionally, you will be expected to maintain highly accurate pipeline forecasts and present regular business reviews to regional sales leadership.

To be competitive for an Account Executive position at Harmonic, you must possess a strong track record of enterprise sales success in a highly technical environment.

• Must-have skills & experience:

  • Proven experience in enterprise B2B sales, specifically selling cloud SaaS, video streaming technology, telecommunications infrastructure, or media workflows.
  • A consistent history of meeting or exceeding sales quotas in multi-stakeholder enterprise environments.
  • Deep familiarity with the CTV, OTT, IPTV, or cable broadband industries.
  • Excellent communication and presentation skills, with the ability to articulate complex technical architectures to both technical and business audiences.
  • Strong relationship-building skills with a proven ability to engage and influence C-level executives.

• Nice-to-have skills & experience:

  • A technical degree in Computer Science, Engineering, or a related field, or equivalent practical technical experience.
  • An established network of contacts among tier-1 broadcasters, media companies, or telecommunications operators in your target territory.
  • Experience selling hybrid cloud architectures or transitioning customers from on-premises hardware to SaaS models.

Q: How technical do I need to be to succeed in this role? A: While you do not need to write code or configure hardware yourself, you must be highly tech-literate. You need to confidently discuss cloud architectures, streaming protocols, and network virtualization. If you cannot hold a peer-level conversation with a prospect's Director of Engineering, you will struggle to build credibility.

Q: What is the typical pace of the hiring process? A: The hiring process can be slow, sometimes taking several weeks or months to finalize, particularly because Harmonic is a large, established global organization. Be prepared for multiple rounds of interviews, and ensure you maintain active, professional follow-ups with your recruiter.

Q: How does Harmonic evaluate sales strategy during the interviews? A: Interviewers frequently use situational questions like "What would you do if you were me?" to evaluate your strategic thinking. They want to see how you analyze a territory, identify market gaps, and structure a systematic sales approach, rather than just hearing generic sales jargon.

Q: Is there a presentation or case study round? A: Yes, in many cases, candidates are asked to present a territory plan or a business case during the later stages of the process. This is your opportunity to showcase your strategic planning capabilities, your understanding of Harmonic's product portfolio, and your executive presence.

To set yourself apart from other candidates, keep these practical, insider tips in mind as you prepare for your interviews at Harmonic:

• Structure your strategic answers: When asked "what would you do" or "how would you sell" questions, do not just jump into tactics. Use a structured framework: first define the market segment, next identify the key customer pain points, then outline the tailored solution, and finally explain how you would measure success.
• Demonstrate deep research: Go beyond the company website. Read Harmonic's latest financial reports, press releases, and product announcements. Understand their focus areas—such as the growth of their virtualized broadband business or cloud SaaS platform—and reference these developments during your conversations.
• Highlight your cross-functional leadership: Enterprise deals at Harmonic are a team sport. Be ready to share specific examples of how you have led internal teams of engineers, product managers, and executives to successfully win and deliver a complex project.

• Be prepared for ambiguity: The media and telecom industries are undergoing rapid change. Show that you are comfortable navigating ambiguity, adapting your sales approach as technology evolves, and helping customers manage their own digital transitions.

The Account Executive role at Harmonic is an exceptional opportunity for an ambitious sales professional to drive meaningful technological change in the media and telecommunications industries. By selling cutting-edge cloud streaming and broadband virtualization solutions, you will play a key role in shaping how millions of people consume content and connect to the digital world.

To maximize your chances of success, focus your preparation on mastering Harmonic's product portfolio, refining your enterprise sales methodology, and practicing your delivery of structured, strategic answers. Approach your interviews with the confidence of a peer and a trusted advisor, showing that you can navigate both highly technical discussions and high-stakes executive negotiations.

The salary insights above represent the competitive compensation structure Harmonic offers to attract top-tier sales talent. Your final offer will depend on your experience, your target territory, and your track record of quota achievement. For more detailed interview preparation resources, community insights, and real candidate reviews, explore the additional tools available on Dataford. Good luck with your preparation—you have all the resources you need to succeed.