Calix
Sales Director, Major Accounts (Open Access)
Calix, San Jose, California, United States, 95199
Sales Director, Major Accounts (Open Access)
at
Calix
Calix provides cloud, software platforms, systems and services that simplify the businesses of communication service providers, excite their subscribers and grow their value.
We are expanding our sales team and are looking for a Major Accounts Sales Director who will develop business with Tier 1 accounts and their associated Open Access accounts such as Gigapower, Ubiquity, Boldyn, Tillman, Intrepid, Meridiam, Utopia. The role will build the account while leveraging the expertise of a premier team comprising cloud solution specialists, sales engineers, engineering and marketing professionals to expand our SaaS portfolio and leading‑edge fiber optic access.
Responsibilities
Lead a cross‑functional team responsible for National Accounts in the Central United States
Manage account as a business to increase market share and ensure profitability
Develop strategies to ensure Calix products and services are used across the customer’s network to grow business, network access, customer premises, subscriber insights and applications
Provide market input on product development and price strategies
Establish strong working relationships across all levels and all functions within the customer’s organization
Qualifications
10+ years of quota‑carrying technology sales and major or enterprise account management experience
Strong communication, presentation and negotiation skills
Strong strategic and business‑development mindset, evidenced by the ability to deeply understand the client’s business, prime objectives and align them with Calix’s capabilities
Ability to leverage internal resources to achieve results
Knowledge of the networking technology competitive landscape
In‑depth knowledge of Wi‑Fi technology, concepts, terms and standards
Understanding of MNO business
Generalist with wide breadth of knowledge of optical access networks, cloud and premise systems including wireless gateways, ONTs and mobile application software (preferred)
Familiarity with micro‑services delivery or container management (preferred)
Understanding of Customer Experience Management for broadband service providers
Knowledge of telecom and IT standards such as TR‑69, TR‑369, OMCI, GPON, XGSPON
Ability to build a strategic account plan and execute against it
Track record of over‑achieving quota in past positions
Experience managing the sales cycle from business champion to the CEO/CFO/CMO
Experience managing and closing complex sales cycles, demonstrating ownership of all aspects of territory management
Candidates must be competitive, cooperative, collaborative and work well with customers both internal and external
Strong computer skills, including Salesforce, Microsoft Word, PowerPoint and Excel
Future travel expectations: 50 %
Desired Experience
Selling into large broadband service providers
Negotiating and closing large SaaS TCV contracts for managed services
Previous sales methodology training, CRM experience and strong customer references
Bachelor’s degree (preferred)
Location & Compensation
Remote‑based position
San Francisco Bay Area: 283,000 – 425,000 USD annually
Select US metros and states: 246,000 – 369,000 USD annually
Other U.S. locations: 222,000 – 333,000 USD annually
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at
Calix
Calix provides cloud, software platforms, systems and services that simplify the businesses of communication service providers, excite their subscribers and grow their value.
We are expanding our sales team and are looking for a Major Accounts Sales Director who will develop business with Tier 1 accounts and their associated Open Access accounts such as Gigapower, Ubiquity, Boldyn, Tillman, Intrepid, Meridiam, Utopia. The role will build the account while leveraging the expertise of a premier team comprising cloud solution specialists, sales engineers, engineering and marketing professionals to expand our SaaS portfolio and leading‑edge fiber optic access.
Responsibilities
Lead a cross‑functional team responsible for National Accounts in the Central United States
Manage account as a business to increase market share and ensure profitability
Develop strategies to ensure Calix products and services are used across the customer’s network to grow business, network access, customer premises, subscriber insights and applications
Provide market input on product development and price strategies
Establish strong working relationships across all levels and all functions within the customer’s organization
Qualifications
10+ years of quota‑carrying technology sales and major or enterprise account management experience
Strong communication, presentation and negotiation skills
Strong strategic and business‑development mindset, evidenced by the ability to deeply understand the client’s business, prime objectives and align them with Calix’s capabilities
Ability to leverage internal resources to achieve results
Knowledge of the networking technology competitive landscape
In‑depth knowledge of Wi‑Fi technology, concepts, terms and standards
Understanding of MNO business
Generalist with wide breadth of knowledge of optical access networks, cloud and premise systems including wireless gateways, ONTs and mobile application software (preferred)
Familiarity with micro‑services delivery or container management (preferred)
Understanding of Customer Experience Management for broadband service providers
Knowledge of telecom and IT standards such as TR‑69, TR‑369, OMCI, GPON, XGSPON
Ability to build a strategic account plan and execute against it
Track record of over‑achieving quota in past positions
Experience managing the sales cycle from business champion to the CEO/CFO/CMO
Experience managing and closing complex sales cycles, demonstrating ownership of all aspects of territory management
Candidates must be competitive, cooperative, collaborative and work well with customers both internal and external
Strong computer skills, including Salesforce, Microsoft Word, PowerPoint and Excel
Future travel expectations: 50 %
Desired Experience
Selling into large broadband service providers
Negotiating and closing large SaaS TCV contracts for managed services
Previous sales methodology training, CRM experience and strong customer references
Bachelor’s degree (preferred)
Location & Compensation
Remote‑based position
San Francisco Bay Area: 283,000 – 425,000 USD annually
Select US metros and states: 246,000 – 369,000 USD annually
Other U.S. locations: 222,000 – 333,000 USD annually
#J-18808-Ljbffr