Calix provides the cloud, software platforms, systems and services required for communications service providers to simplify their businesses, excite their subscribers and grow their value.
Responsibilities and Duties:
o Lead a cross functional team responsible for the customer relationship and account strategy
o Manage the account against KPIs and metrics as defined by the organization
o Develop the account strategy to penetrate the account in multi domains
o Define strategy to penetrate and grow the account in Access, customer prem, managed services, customer support and marketing aligning to calix portfolio
o Establish strong working relationships and build Calix brand across all levels and all functions in the account
Qualifications:
o 10+ years in quota carrying technology sales to Broadband Service Providers
o Established history of closing large complex value-based deals and demonstrating ownership of all aspects of the deal
o Deep experience building and orchestrating an account strategy focused on complex value-based selling including orchestration of the team and executives in an optimized manner.
o Proven competency selling in a structured methodology (MEDDIC/TAS, BANT etc) which drives success in the account
o A clear ability to articulate a deep understanding of the client’s business, their strategic objectives and how to convert into opportunity for Calix
o Experience managing the sales cycle from champion to C-Level
o Evangelization and promotion of the Calix Platform vision.
o Developing strong relationships and acting as the trusted advisor to our customers with the ability to be impactful and influential
o Ensuring Calix are well positioned across the organsiation, and clients are aligned to our strategy and the full suite of Calix solutions.
o Competing for and winning new business, growing revenue, locking out competition, growing qualified pipeline
o Continuously growing professional and technical knowledge by attending educational workshops, reviewing professional publications and other content, establishing personal networks, benchmarking best practices, and participating in professional and industry organizations
o Track record of overachieving in similar domain
o A broad spectrum of knowledge in Access networks (PON), Cloud and premise systems, incl WiFi, TR-69 and Customer experience management in the Broadband domain
o Experience coordinating and orchestrating a matrixed team
o Strong customer- facing and relationship management skills, with appropriate negotiation and the ability to impact and influence outcomes in the account
o Demonstrable wide and deep working relationships across all levels and all functions within the customer organization
o Strong communication, presentation and negotiation skills
o Travel is required (50%)
o Strong IT skills in SFDC, Microsoft, PowerBI etc.
o Must have a valid Driver's License
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