Competitive and Market Intelligence Manager

Calix

2d•$113,400 - $217,400•Remote

About The Position

Calix is seeking a highly motivated Competitive and Market Intelligence Manager to serve as the primary competitive intelligence partner to the sales organization. This highly visible, high-impact role transforms competitive, market, and customer insights into actionable sales strategies intended to improve competitive win rates and accelerate revenue growth. The manager acts as the link between market intelligence and sales execution, partnering with Sales Leadership, Product Management, Product Marketing, Customer Success, and Executive Leadership to anticipate competitive threats, identify market opportunities, and help Calix win against key competitors. The role serves as the voice of the field into the company and provides actionable positioning and battlecards back to the field while tracking their success. The role owns Calix's competitive Win/Loss program, provides strategic guidance on key opportunities, and ensures competitive insights are translated into actions that improve sales effectiveness and business outcomes. It also creates and delivers sales enablement content and training, analyzes markets and competitors, and establishes scalable intelligence processes. The position is listed as remote. Pay varies by geographic location: $144,900–$217,400 annually in the San Francisco Bay Area; $126,000–$189,000 annually in select US metros and states; and $113,400–$170,100 annually in other US locations. The role may be eligible for a bonus.

Requirements

At least 8 years of experience in Market Intelligence, Competitive Intelligence, Sales Strategy, Corporate Strategy, Product Management, or a related discipline.
Strong understanding of technology markets, telecommunications, networking, broadband, SaaS, or cloud-based solutions.
Strong financial acumen and understanding of business impact analysis.
Exceptional written, verbal, presentation, and facilitation skills.
Experience developing competitive positioning, sales messaging, and field enablement content.
Strong stakeholder management and influencing skills.
Ability to work cross-functionally and drive alignment without direct authority.

Nice To Haves

Experience supporting direct and channel sales organizations.
Experience leading or supporting formal Win/Loss programs.
Experience conducting customer interviews, opportunity reviews, competitive deal analysis, and sales feedback sessions.
Knowledge of broadband, managed Wi-Fi, subscriber experience platforms, cloud services, or adjacent technology markets.
Experience leveraging AI, automation, and intelligence platforms to scale competitive programs.

Responsibilities

Serve as the primary competitive intelligence advisor to the Calix sales organization.
Develop competitive sales plays, talking points, objection-handling guidance, differentiation frameworks, and deal-specific win strategies.
Partner with account teams on strategic opportunities and provide actionable recommendations to improve win rates.
Identify competitive threats, market shifts, and emerging industry trends, and communicate their business implications to sales leadership.
Help shape sales strategies that strengthen Calix's competitive position and accelerate growth.
Automate timely delivery of content to the field at the point of need, and track usage and success metrics to measure impact and guide improvement.
Own and evolve Calix's competitive Win/Loss program, including a systematic process for capturing, analyzing, and communicating competitive outcomes.
Partner with Sales, Product Management, Product Marketing, and Customer Success to identify root causes of wins, losses, no-decisions, and competitive displacements.
Translate Win/Loss findings into recommendations to improve sales execution, product strategy, messaging, and go-to-market effectiveness.
Measure and communicate competitive performance against key competitors and market segments, and identify recurring strengths, weaknesses, objections, and buying criteria.
Monitor competitor products, pricing, partnerships, acquisitions, go-to-market strategies, and industry developments.
Conduct market, customer, competitor, and opportunity research and synthesize findings into concise, executive-ready recommendations.
Deliver intelligence that influences sales strategy, product direction, and business planning.
Create and maintain battlecards, competitive briefs, executive updates, opportunity guides, and sales playbooks, anticipating field needs.
Design and facilitate training for sales teams, sales engineers, and customer-facing teams.
Enable the field to position Calix and respond to competitive challenges, including positioning to customer C-suite roles.
Partner with Sales Enablement to embed market differentiation into onboarding and ongoing education programs.
Build partnerships across Sales, Product Management, Product Marketing, Customer Success, and Executive Leadership.
Establish scalable processes for gathering, analyzing, and distributing market intelligence.
Drive a culture of differentiated value and business outcomes across the organization.