MSP Channel Account Manager

Calix is revolutionizing the broadband service provider industry. By reshaping how providers interact with subscribers, leveraging the power of cloud-based analytics, and enabling innovative revenue streams, we help build a new business model for the future. Our mission is to empower broadband service providers of all sizes to utilize the Calix platform, simplifying their operations, delighting their subscribers, and increasing the value of their businesses while supporting their communities.

We are seeking a highly motivated and results-oriented MSP Channel Account Manager to join our dynamic team. In this pivotal role, you will be responsible for developing and nurturing strategic partnerships with Managed Service Providers (MSPs) to drive the adoption and sales of Calix products. You will act as a trusted advisor to our MSP partners, helping them understand the value proposition of Calix solutions and enabling them to effectively sell these solutions to their end customers.

If you are a driven sales professional with a passion for building successful partnerships and a deep understanding of the MSP ecosystem, we encourage you to apply! Help us empower MSPs to deliver exceptional network and broadband experiences with Calix products.

Responsibilities and Duties

• Partner Relationship Management: Build, maintain, and expand strong, long-lasting relationships with key stakeholders within assigned MSP accounts, including executives, sales teams, and technical personnel.
• Sales Enablement: Develop and execute comprehensive sales enablement strategies for MSP partners, including training on Calix products, sales methodologies, competitive positioning, and lead generation.
• Joint Business Planning: Collaborate with MSPs to develop joint business plans, sales targets, and marketing initiatives to drive Calix product sales.
• Pipeline Management: Work closely with MSPs to identify, qualify, and accelerate sales opportunities for Calix solutions within their customer base.
• Fosters engagement, by inviting inputs and sharing ownership and visibility.
• Cultivates and encourages diverse thinking to promote and nurture innovation.
• Results driven – understands the business and how they impact the strategy, and does not sacrifice relationships, culture or leadership to produce results.
• Product Expertise: Become a subject matter expert on Calix products and solutions, including their features, benefits, and competitive advantages, and effectively articulate this to MSP partners.
• Go-to-Market Strategy: Assist in developing and refining go-to-market strategies for Calix products through the MSP channel executing sell-with selling actions.
• Performance Tracking: Monitor and report on MSP partner performance, identifying areas for improvement and opportunities for growth.
• Problem Resolution: Act as a primary point of contact for MSP partners, addressing inquiries, resolving issues, and ensuring a high level of partner satisfaction.
• Market Feedback: Gather and relay market intelligence and feedback from MSP partners to internal product and marketing teams to inform future development.
• Forecasting & Reporting: Provide accurate sales forecasts and regular reports on partner activities and results.
• Ability to travel up to 25-50% for partner meetings, industry events, and internal meetings.

Qualifications

• Bachelor's degree in Business, Marketing, or a related field (or equivalent practical experience).
• 5+ years of proven experience in channel sales, partner management, or account management within the technology industry.
• Strong understanding of the Managed Service Provider (MSP) landscape and business models.
• Experience selling or enabling sales of broadband access, networking, or telecommunications solutions. (Experience with Calix products specifically is a significant plus.)
• Excellent communication, presentation, and interpersonal skills, with the ability to build rapport and influence at all levels.
• Proven ability to develop and execute sales strategies and achieve targets.
• Strong analytical and problem-solving skills, with the ability to identify and address partner needs effectively.
• Self-motivated, proactive, and able to work independently as well as part of a team.
• Proficiency in CRM software (e.g., Salesforce) and Microsoft Office Suite

Location

This is a remote position located 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:

213,000.00 - 320,000.00 USD Annual

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

185,000.00 - 278,000.00 USD Annual

Regional plus NY:

167,000.00 - 251,000.00 USD Annual