Job Description:
Pre-Sales Engineer
Harmonicis the industry leading solution for the transformation forvideo, 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 DescriptionWe are looking for a Pre-Sales Engineer. Youll be a technical evangelist for Harmonics SaaS and Appliances solutions influencing and advising the technical decision makers within strategic accounts in our target markets. Primary customers are aggregators (telco, streaming- mobile and internet, cable, terrestrial, satellite), OVP, broadcast television networks, content owners and tv/movie studios. Position and sell Harmonics solutions through every aspect of the sales cycle presentations, hands-on demonstrations, RFI/RFP responses, design and architecture of digital video systems from signal acquisition to delivery, bill of material and pricing with current and prospective customers and generate winning solutions and systems designs.Be autonomous and take ownership of your assigned accounts and regional area working closely with account sales executives and move in a very dynamic media market from a business as well as technology perspective, the pre-sales role requires curiosity, sense of autonomy, agility and cloud-savvy culture.LocationOn-site This position will be based in New Delhi, India.What you will be doing- Be a technical evangelist for Harmonics SaaS and Appliances solutions influencing and advising the technical decision makers within strategic accounts in our target markets. Primary customers are aggregators (telco, streaming- mobile and internet, cable, terrestrial, satellite), OVP, broadcast television networks, content owners and tv/movie studios.
- Be autonomous and take ownership of your assigned accounts and regional area working closely with account sales executives
- Position and sell Harmonics solutions through every aspect of the sales cycle presentations, hands-on demonstrations, RFI/RFP responses, design and architecture of digital video systems from signal acquisition to delivery, bill of material and pricing with current and prospective customers and generate winning solutions and systems designs.
- Moving in a very dynamic media market from a business as well as technology perspective, the pre-sales role requires curiosity, sense of autonomy, agility and cloud-savvy culture.
- Develop adoption of Harmonic technologies and solutions amongst existing and potential customers. Ensure teamwork with the other pre-sales members to harmonize proposals and get feedback from the field.
- Understand the customer's business and describe how the Harmonic solution will fit to the customers strategic advantage.
- Work as a trusted advisor, partnering with the customer on Technical Strategy and requirements.
- Able to effectively demonstrate Harmonic technical solutions remotely or on customer sites and be capable of organizing detailed technical workshops to deliver information concisely and effectively
- Strong focus on generating revenue and high customer satisfaction
- Assist customers in pilot, beta testing. Involve additional engineering resources where necessary for custom development needs.
- Effectively communicate product requirements from the field back into product marketing.
- Excellent listening skills. The ability to understand the business needs of prospects / customers and articulate succinctly how our solution can meet their needs.
- Exceptional time management and organization, and the ability to manage a predefined project or process requiring the participation and assistance of individuals from multiple functional areas.
- Arrange demonstrations and trial installations
- Be a customer relay inside Harmonic, with capacity to summarize & track the customer situation.
- Collaborate with sales teams to understand customer business, promote companys solutions and to provide sales support.
- Collaborate with Customer Success Manager to ensure a successful customers on-boarding for new SaaS projects
- When required, contribute technical information, itemized bill of materials, and solution diagrams for proposals, quotations and contracts.
- A minimum of 5 years of work-related skill, knowledge, or experience is required in related industry (video or cloud services)
- Fluent in English
- Demonstrable experience in working with highly technical solutions and understanding customer requirements and communicating requirements and regional trends to product managers
- Demonstrable experience in managingtransversalprojects
- Possess core technical skills across the range of Harmonics products to enable presenting effectively at all technical levels.
- Expertise needs to include:
- Background in video media processing (encoding/transcoding, origin and CDN delivery)
- Operating systems: Linux (Centos) and Windows server;
- Networking: IP switching and routing, IP multicast. CCNA/CCNP is a plus.
- Use of Restful APIs
- Cloud environment: IaaS (K8s, Docker/Container, AWS, Azure, Google Cloud)
- Use of Elasticsearch, Logstash et Kibana
- Virtualized environment (VMWare)
- Good understanding of MPEG/DVB standards and HLS/MPEG-DASH OTT packaging formats
- Digital Video Solutions (Broadcast, Streaming linear and non-linear)
- Understanding of Streaming ecosystem (Content Management System (CMS), player and Server Side Ad insertion(SSAI))
- Experience in Production and Playout workflows and solutions
- Demonstrable experience selling media complex video solutions to our target market
- Good presentation, verbal and written communication skills required.
- Must be able to work under pressure and independently and be able to meet project deadlines for delivering quality solutions on time.
- Demonstrated ability to rapidly learn new tools and technologies
- University level degrees in applicable Technical disciplines are preferred. Equivalent experience may be considered ideally in Start-up companies and SaaS environment.
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