Senior Sales Engineer - Major Accounts

Calix is looking for a dynamic self-starter to join our Major Accounts Team as a Sales Engineer. 

You will be responsible for the success of some of Calix’s largest accounts; including pre-sales support, solution design, pricing, and turnover documentation to ensure a successful integration.   

As a Sales Engineer, Major Accounts, you will be pivoting between credible technical discussions while distilling these technical concepts into simple business language for senior management. The successful candidate will demonstrate the ability to elicit the end-to-end Calix value chain in a consultative way. 

The Sales Engineer also plays a critical role in developing relationships and influencing decisions with our customers. As such, you will provide hands-on demonstrations of Calix’s product capabilities and assist with lab and field trials. 

The ideal candidate has a strong technical background with PON technologies, Layer 2 and Layer 3 networking, and in depth knowledge of the Broadband Service Provider space, including OSS/BSS systems.  

Responsibilities include: 

• ​Drive incremental revenue by establishing long-term trusted relationships with assigned major accounts 

• Architect designs leveraging the breadth of Calix’s network and Cloud solutions utilizing a consultative selling approach; identify client business issues and needs, determine client desired outcomes 

• Brand ambassador for Calix; thought leader and influencer of Calix solutions while also staying current with external technologies and trends. Leverage this expertise to the benefit of both our clients and internal teams. 

• Partner closely with Sales to deliver technical sales-oriented presentations to customer's technical staff and senior management 

• Assist in the preparation and response of RF”X”’s 

• Assist customers in configuration and testing of our platforms in lab, field trials and production networks, while guiding customers on technical and operational issues  

Qualifications:  

• Uniquely talented and highly intelligent with a results-oriented mindset 

• Self-starter with a reputation for being an effective change agent 

• Tenacious work ethic, doing “whatever it takes” with resolve, integrity, and an appropriate sense of urgency to meet deadlines and get the job done 

• Strong interpersonal skills, a proven track record of synthesizing and interpreting complex issues into solutions and the ability to effectively work with multiple audiences and levels across organizations 

• Demonstrate ability to establish and solidify strategic relationships with key customers 

• Travel expectations: In region travel up to 50% on average required to support customer engagements 

• Strong technical familiarity with Layer 2 and Layer 3 Access network architectures 

• Understanding of SaaS and SDN based technologies

• Broad band provider operator knowledge – speak our customers’ language, know their systems, their challenges and objectives. Knowledge of various routing protocols (BGP, OSPF, ISIS) and transport functions (L2/3 VPN) 

• Ability to troubleshoot complex issues related to L2/L3 deployment architectures and methodologies

• Experience partnering with cross-functional teams on continuous improvement in product, education and training, testing methods, and demos 

• Excellent presentation, written communication, and public speaking skills at all levels 

• Preference to live in or around Baltimore/DC area

• BSEE/BSCS desired 

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