Calix
Regional Sales Manager - California & U.S. Pacific Territories
About this role
The Calix platform enables Communication Service Providers (CSPs) of all sizes to transform and future-proof their businesses. Through real-time data, automation, and actionable insights delivered via Calix One — our cloud-first, AI-powered platform — CSPs can simplify operations, collapse cost, and accelerate innovation. Calix One brings together the automation of everything and the experience of one, empowering customers to deliver differentiated subscriber experiences while driving acquisition, loyalty, and revenue growth. This is the Calix mission: to enable CSPs of all sizes to simplify, innovate, and grow, strengthening both their businesses and the communities they serve. We’re at the forefront of a once in a generational change in the broadband industry. Join us as we innovate, help our customers reach their potential, and connect underserved communities with unrivaled digital experiences.This is a remote position based in California with responsibility for the California and U.S. Pacific Territories region. The Sales Manager (SM) orchestrates our organization’s engagements with customers and prospects and has the overall responsibility for successfully selling and negotiating multi-year complex business relationships to senior client executives, which can include the CEO, CFO, CIO, Board of Directors and evaluation committees. The SM will create and lead the territory and account strategies to deliver maximum revenue potential across the Calix offerings into the client functions including executives, Procurement, Marketing, Planning, Engineering, and Network Operations. Value-based selling and strategic account management will be critical to enable the transformation of our client engagements and their business goals leveraging the total Calix platform. The Sales Manager understands the importance of collaboration, and they must be an extraordinary team leader, an astute businessperson exhibiting exceptional business insight, executive/boardroom presence, and outstanding judgment. The ability to articulate our unique and compelling value proposition is important so that customer decision-makers clearly grasp the short and long-term business and financial value of a relationship with Calix. Responsibilities and Duties: This role will manage the customer relationship, lead and participate in developing complex solutions, establish competitive value and drive closure. This requires one to have:
- A strong understanding of the client’s business goals, financials, strategies & directions.
- In-depth knowledge of the industry trends, and competitive strategies.
- Evangelize and promote the Calix Platform vision.
- Experience partnering with other companies is frequent to enhance Calix’s solution or relationship with the client.
- Proven competency selling in a structured methodology which drives predictable pipeline quality and growth.
- Experience selling in a matrix environment requiring the understanding of colleagues’ goals and enabling success through the orchestration of the team in an inclusive and optimized manner. Qualifications:
- The ideal candidate will have experience working with broadband services providers selling cloud solutions platforms to BSP executive teams.
- Experience coordinating and orchestrating a matrixed team is critical.
- Strong customer facing and relationship management skills with appropriate negotiation and influencing skills.
- Excellent discovery process and ability to leverage questions to learn and lead discussions.
- Successful track record of Sales success with increasingly complex deal and solution sales
- A well developed and consistent Sales process / methodology that focused on selling to Business outcomes.
- Excellent communication and people skills.
- Expertise in the utilization of discovery to learn and enable client understanding.
- Must have 4+ years of successful experience in related sales and strategy execution.