MSP Channel Sales Manager

Calix

9d•Remote

About The Position

The Calix platform enables Communication Service Providers (CSPs) of all sizes to transform and future-proof their businesses. Through real-time data, automation, and actionable insights delivered via Calix One — our cloud-first, AI-powered platform — CSPs can simplify operations, collapse cost, and accelerate innovation. Calix One brings together the automation of everything and the experience of one, empowering customers to deliver differentiated subscriber experiences while driving acquisition, loyalty, and revenue growth. This is the Calix mission: to enable CSPs of all sizes to simplify, innovate, and grow, strengthening both their businesses and the communities they serve. We’re at the forefront of a once in a generational change in the broadband industry. Join us as we innovate, help our customers reach their potential, and connect underserved communities with unrivaled digital experiences. In the role of MSP Channel Sales Manager, you will lead proactive engagements and manage the process of identifying, qualifying, positioning, selling, negotiating, and winning prospect MSPs(Managed Service Providers) . Your focus will be on working with senior executives, such as Owners, CEOs, CFOs, CTOs, developing competitive solutions, and ensuring successful outcomes.

Requirements

5+ years of experience selling to Managed Service Providers, selling software or technology.
Proven ability to collaborate in a matrixed environment, understanding and aligning with colleagues’ goals while effectively orchestrating a team for optimal results.
Experience using consultative sales skills with heavy emphasis on prospecting and new customer acquisition
Strong communication, presentation, and negotiation skills.
A strategic mindset with a focus on business development, demonstrated by an ability to thoroughly understand client objectives and align them with Calix’s core capabilities.
Competency with Microsoft Office suite and other sales tools like Salesforce.com, Gong etc.
Travel required: approximately 30%

Responsibilities

Establish strong, collaborative relationships at all levels and functions within Managed Service Provider organizations.
Act as a "hunter," initiating and driving sales cycles to generate new business opportunities by telling the comprehensive Calix story.
Leverage internal resources to achieve results and drive success.
Manage accounts strategically to increase market share and ensure profitability.
Provide valuable market insights to influence product development and pricing strategies.
Develop and implement sales strategies that align with the customer’s overarching business goals and support departments like Product/Strategy, Procurement, Marketing, Planning, Engineering, and Network Operations.
Effectively presenting the Calix differentiated solution at events and trade shows
Participate in ad-hoc sales campaigns and programs to help create new opportunities
Use CRM to ensure activities are documented, opportunities are forecasted accurately, and adequate information about the prospect and/or opportunity is communicated
Maintain knowledge of market conditions and competitive activities
Clearly articulate the Calix value proposition to key decision-makers, highlighting both short- and long-term business and financial benefits.
Coordinate and align the broader Calix team—including executives, solutions engineers, specialists, product teams, and marketing teams—to drive customer success.