Telco Fiber Go-To-Market (GTM) Senior Manager

Description

Telco Fiber Go-To-Market (GTM) Senior Manager

Harmonic is the worldwide leader in virtualized broadband solutions, shaping the next generation of multigigabit connectivity. We revolutionized broadband networking via the industry’s first virtualized broadband solution, enabling broadband operators to more flexibly deploy gigabit internet service to consumers’ homes and mobile devices. Learn more at www.harmonicinc.com.

Role Description

We are looking for a dynamic and experienced Telco Fiber GTM Senior Manager to lead the growth of our Fiber business with Telco customers across North America, EMEA, and LATAM. You will act as a subject matter expert, working alongside sales teams to drive strategic opportunities and shape product and business strategy in collaboration with cross-functional teams. You will develop the go-to-market strategy for new and existing fiber offerings, ensuring alignment with business objectives and customer needs. You will report to the VP, Fiber Products.

We are seeking someone who brings strong existing relationships with key decision-makers on OLT technology and network architecture in the telecom industry. This role is focused on strategic growth and market engagement and is best suited for candidates with experience in relationship-driven business development rather than backgrounds in construction or outside plant operations.

Location

This position is 100% remote anywhere in USA

What You Will Be Doing

• Drive and close new business opportunities for Harmonic’s Fiber solutions with Telco customers across North America, EMEA, and LATAM.
• Act as a subject matter expert (SME) on Harmonic’s Fiber portfolio, supporting sales teams in an overlay capacity to craft compelling customer solutions.
• Serve as a strategic advisor to customers, guiding broadband evolution, network architecture planning, and integration strategies.
• Build and nurture relationships with senior stakeholders across technology, engineering, procurement, and operations within Tier 1 and Tier 2 service providers.
• Develop and implement a focused engagement strategy aimed at expanding product adoption with major telecom operators in North America.
• Expand the pipeline by identifying and qualifying new opportunities related to broadband access technologies and network transformation initiatives.
• Forge strategic industry partnerships that elevate Harmonic’s visibility and strengthen solution offerings.
• Collaborate with cross-functional teams, including Product Management, Engineering, Solutions, and R&D, to influence product direction and ensure alignment with evolving market needs.
• Maintain a strong external presence (~75%) with customers and field teams, while dedicating the remainder (~25%) to internal alignment and strategic planning.
  
  

What You Should Have

• 10+ years of experience in the Telco industry, with a strong focus on PON and fiber-based technologies.
• Proven success and credibility working with Telco operators.
• Deep understanding of the technical and commercial requirements for successful Telco Fiber deployments.
• Demonstrated ability to craft commercially creative proposals tailored to customer needs.
• Entrepreneurial mindset and ability to thrive in a fast-paced, evolving environment.
• Hands-on experience with PON and Fiber-related technologies, including:
• XGS-PON and GPON OLTs/ONTs
• BNGs (Broadband Network Gateways)
• Integration protocols: NETCONF/YANG, BBF standards, OMCI, and Telemetry
• Open Access Network models
• Bachelor’s degree in engineering, Business, or equivalent practical experience.
  

Travel

You are required to travel about 50%

Pay & Benefits

For this role, the estimated base salary range is between $140,000 - $180,000. 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 Inc

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 [email protected]

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