Sales Manager - Major Accounts (MSO)

Calix is helping the next generation of broadband service providers build an entirely new business model by reshaping the way that they interact with their subscribers, leveraging the power of cloud-based analytics, and enabling new revenue streams.
Our mission is to enable broadband service providers of all sizes to leverage the Calix platform to simplify their business and excite their subscribers to grow the value of their business and for their communities.

Calix is driving significant change within the broadband access network. Our MSO Sales team is growing and we’re looking for a seasoned sales professional who will be responsible for selling Calix platforms and solutions into Tier 2 and 3 cable MSO accounts. The ideal candidate is a solutions-focused and results-oriented hunter, driven to success by expanding our solutions into additional markets and closing strategic initiatives that benefit our customers. In this role, you will leverage your past experience within the cable MSO market landscape and your deep relationships and insights to understand how they operate and the challenges they face on a business and technology level.

Roles and Responsibilities:

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 and 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.  

The successful candidate understands the importance of collaboration, and She/He must be an extraordinary team leader, an astute businessperson exhibiting exceptional business insight, executive/boardroom presence, and outstanding judgment. Ability to articulate our unique and compelling value proposition so that customer decision-makers clearly grasp the short and long-term business and financial value of a relationship with Calix.

Qualifications:

• The ideal candidate will have experience working with broadband services providers selling cloud solutions platforms to Tier 2 and 3 Cable MSO's.

• 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.

Location:

• This is a remote-based position that can be located anywhere in the United States.

#LI-Remote

Compensation will vary based on geographical location (see below) within the United States. Individual pay is determined by the candidate's location of residence and multiple factors, including job-related skills, experience, and education.

For more information on our benefits click here.

There are different ranges applied to specific locations. The average base pay range (or OTE range for sales) in the U.S. for the position is listed below.

San Francisco Bay Area Only:

273,900.00 - 411,000.00 USD Annual

National Major Cities plus, CA, CO, NY Metro area:

238,200.00 - 357,400.00 USD Annual

Regional plus NY:

214,400.00 - 321,700.00 USD Annual