Harmonic is seeking for a Pre-Sales Engineer to join our team in Beijing.

The Pre-Sales Engineer's primary role is to be a technical evangelist for Harmonic’s solutions – influencing and advising the technical decision makers within strategic accounts in our target markets. Primary customers are broadcast television networks, content owners and aggregators (cable, terrestrial, satellite, telco, OTT - mobile and internet), tv/movie studios, high-end enterprise video studios.

The role will work closely with account executives and product marketing to position and sell Harmonic’s solutions through every aspect of the sales cycle – presentations, hands-on demonstrations, RFI/RFP responses, design and architecture, bill of material and pricing with current and prospective customers and generate winning solutions and systems designs.

Scope and Responsibilities

• Understand customer's requirements and describe how the Harmonic solution will fit to the customer’s strategic advantage.
• Work as a trusted advisor, partnering with the customer on Technical Strategy and requirements.
• Play a key role in interfacing with Product Marketing on regional needs and requirements and helping to position the portfolio appropriately to win new opportunities.
• Able to effectively demonstrate Harmonic technical solutions on customer sites and be capable of running detailed technical workshops to deliver information concisely and effectively.
• Proactively work with SI’s and Industry partners to effectively position Harmonic solutions in a wide range of ecosystems.
• Strong focus on generating revenue and high customer satisfaction.
• Assist customers in pilots, beta testing, and deployments. Involve additional engineering resources where necessary for custom development needs.
• Effectively communicate product requirements from the field back into engineering and product marketing.
• Develop customer centric solutions based on the existing environment and specific needs of the customer.
• 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
• Follow the technology trends, tracks the technology developments, and include them in innovative implementation approaches toward product lines and customers. Be able to articulate new concepts and features and build them into compelling product positioning.

Other responsibilities include:

• Arrange demonstrations and trial installations
• Maintain up to date knowledge of company’s products and services
• Maintain up to date knowledge of Industry trends and competitive environment
• Collaborate with sales teams to understand customer requirements, promote company’s products and services and to provide sales support.
• Liaison between customers, product marketing and engineering departments to assess product features and ensure system solution performance.
• When required, contribute technical information, itemized bill of materials, and solution diagrams for proposals, quotations and contracts.
• Participate in new product introduction plans.

Qualifications and Experience required

• Representing and embodying the sales organizations values of: Individual Leadership with accountability, commitment to goals and ability to mobilize for success; Customer Advocacy with the ability to listen to the customer to gain insight and then orchestrate solutions; Team Representation with the ability to lead, collaborate and then accelerate the team to success.
• 3-5 years of work-related skill, knowledge, or experience is required in related industry pre-sales.
• Demonstrable experienced in working with highly technical solutions and understanding customer requirements and communicating requirements and regional trends to product managers.
• Possess core technical skills across the range of Harmonic’s products to enable presenting effectively at all technical levels.
• Expertise needs to include:
  • Rhozet Carbon technology or similar transcoding solution
  • Omneon ingest/playout server technologies for broadcast solutions
  • Digital video contribution/distribution solutions

• Understanding of enterprise, internet and web technologies (Wide Area Networking, Web servers, Databases, HTML, Software Deployment best practices, etc.)
• Video Technology experience – Baseband video, MPEG/H.264 Compression, Content
• Management Systems, streaming protocols
• Expertise with Windows, Linux, and Mac environments
• Understanding of CDNs, caching solutions, network protocols.
• Demonstrable experience selling media complex video solutions to our target market.
• Knowledge of linear and non-linear (i.e. file-based) workflows, live and offline transcoding, editing, graphics, Asset and Content Management Systems.
• Experience with Perl, shell scripts, Java, and JavaScript
• 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

Education/Training Requirements

• University level degrees in applicable Technical disciplines are preferred. Equivalent experience may be considered.

Travel Requirements

• Frequent travel is required to meet customers and peers to provide presentations, advice and support where required.

Requisition: 19-123
Type:Full-Time
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