Regional Sales Manager - California & U.S. Pacific Territories

Calix • Petaluma, CA

2d • $222,000 - $425,000 • 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.

This is a remote position based in California with responsibility for the California and U.S. Pacific Territories region.
The Sales Manager (SM) orchestrates our organization’s engagements with customers and prospects and has the overall responsibility for successfully selling and negotiating multi-year complex business relationships to senior client executives, which can include the CEO, CFO, CIO, Board of Directors and evaluation committees.

The SM will create and lead the territory and account strategies to deliver maximum revenue potential across the Calix offerings into the client functions including executives, Procurement, Marketing, Planning, Engineering, and Network Operations. Value-based selling and strategic account management will be critical to enable the transformation of our client engagements and their business goals leveraging the total Calix platform.
The Sales Manager understands the importance of collaboration, and they must be an extraordinary team leader, an astute businessperson exhibiting exceptional business insight, executive/boardroom presence, and outstanding judgment. The ability to articulate our unique and compelling value proposition is important so that customer decision-makers clearly grasp the short and long-term business and financial value of a relationship with Calix.

Requirements

• A strong understanding of the client’s business goals, financials, strategies & directions.
• In-depth knowledge of the industry trends, and competitive strategies.
• Experience partnering with other companies is frequent to enhance Calix’s solution or relationship with the client.
• Proven competency selling in a structured methodology which drives predictable pipeline quality and growth.
• 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.
• Experience working with broadband services providers selling cloud solutions platforms to BSP 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.
• Successful track record of Sales success with increasingly complex deal and solution sales.
• A well developed and consistent Sales process / methodology that focused on selling to Business outcomes.
• Excellent communication and people skills.
• Expertise in the utilization of discovery to learn and enable client understanding.
• Must have 4+ years of successful experience in related sales and strategy execution.
• Must have a valid Driver's License.

Responsibilities

• Manage the customer relationship, lead and participate in developing complex solutions, establish competitive value and drive closure.
• Create and lead the territory and account strategies to deliver maximum revenue potential across the Calix offerings into the client functions including executives, Procurement, Marketing, Planning, Engineering, and Network Operations.
• Evangelize and promote the Calix Platform vision.
• Partner with other companies to enhance Calix’s solution or relationship with the client.
• Sell in a structured methodology which drives predictable pipeline quality and growth.
• Sell 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.

Benefits

• 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.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed