Sales Director, Major Accounts (Open Access)

We are expanding our Sales Team and are looking for a Major Accounts Sales Director who will be responsible for developing business with Tier 1 accounts and their associated Open Access accounts like Gigapower, Ubiquity, Boldyn, Tillman, Intrepid, Meridiam, Utopia . This individual will develop the account while ushering the resources of a first-rate team of cloud solution specialists, sales engineers, engineering and marketing professionals to expand our next generation software (SaaS) portfolio along with our leading-edge fiber optic access.

Responsibilities and Duties:

• 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 being utilized by the customer across their network to grow their 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. Evidence by the ability to deeply understand the client business, and prime objectives, and aligning those with Calix's core capabilities

• Ability to leverage resources internally to achieve results

• Knowledge of the networking technology competitive landscape

• In depth knowledge of WiFi technology, concepts, terms, and standards

• Understanding of MNO business

• Generalist with a 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, TR369, 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.com, 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

Locations:

• This is a remote-based position

The on-target earnings for this position varies based on the geographic location. More information about the pay range specific to candidate location and other factors will be shared during the recruitment process. Individual pay is determined based on location of residence and multiple factors, including job-related knowledge, skills and experience.

San Francisco Bay Area:

Select US Metros and States:

Other US Locations:

For information on our benefits click here.