Sales Director - Major Accounts

Roles and Responsibilities:

Lead the customer relationship and account strategy, participate in developing complex solutions, establish competitive value and drive closure.

Requirements:

• A strong understanding building a value-based(ROI) account strategy focused on the clients strategic objectives and positioning Calix’s unique business value to support new wins and box out the competition.

• Evangelization and promotion of the Calix Platform vision.

• Proven competency selling in a structured methodology which drives pipeline growth and predictable results QoQ

• Experience selling in a matrix environment requiring the understanding of colleagues’ goals and enabling success through the orchestration of the team in an inclusive and optimized manner.

• Developing strong relationships and acting as the trusted advisor to our customers to ensure we are well positioned, and clients are aligned to our strategy and the full suite of Calix solutions.

• Competing for and winning new accounts, growing revenue, locking out competition, growing qualified pipeline

• 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

Qualifications:

• Established history of closing large complex deals in excess of $5M

• The ideal candidate will have experience working with Tier 2 Broadband Service Providers selling Customer Experience cloud solutions to executive teams

• Experience coordinating and orchestrating a matrixed team is critical.

• Strong customer- facing and relationship management skills with appropriate negotiation and influencing skills.

• Excellent discovery process and ability to leverage questions to learn and lead discussions.

• A well developed and consistent sales process / methodology focused on selling to business outcomes.

• Excellent communication and people skills.

• Travel is required (approximately 25%).

• Must have a valid Driver's License

#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:

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

Regional plus NY: