Regional Vice President, MSP Channel Sales
About The Position
Calix is seeking an accomplished, results-driven Regional Vice President to lead a team of Channel Account Managers and accelerate growth through Managed Service Provider (MSP) partners. The role owns regional revenue performance, MSP partner expansion, sales execution, and talent development, while building a scalable, high-performing sell-with motion for the Calix portfolio. The Regional Vice President will build senior relationships with priority MSPs, translate broader channel strategy into focused regional plans, and lead the team in delivering measurable partner and customer outcomes. This remote-based position may be located anywhere in the United States and requires approximately 40–60% travel for partner meetings, customer engagements, industry events, field coaching, and internal meetings. On-target earnings vary by location: $336,000–$538,000 annually in the San Francisco Bay Area; $292,000–$467,000 in select U.S. metros and states; and $263,000–$421,000 in other U.S. locations. Individual pay depends on location and job-related knowledge, skills, and experience; more location-specific pay information is shared during recruitment.
Requirements
- Bachelor’s degree in business, Marketing, or a related field, or equivalent practical experience.
- 10+ years of progressive sales, channel, or partner-management experience in the technology, broadband, networking, or MSP industry.
- 5+ years of successful people-leadership experience, including leading geographically dispersed quota-carrying teams.
- Demonstrated success leading teams to deliver regional revenue growth, build predictable pipeline, improve forecast accuracy, and execute partner- or MSP-led sales motions.
- Strong understanding of MSP business models, partner economics, recurring-revenue strategies, and sell-with go-to-market execution.
- Executive presence and ability to influence partner leaders, customers, and internal stakeholders across functions and levels.
- Ability to coach complex sales strategy, inspect execution, manage performance, and develop high-potential talent.
- Strong business and financial acumen, including the ability to convert data and market insight into clear priorities that inform strategic decisions.
- Excellent communication, presentation, negotiation, and problem-solving skills.
- Proficiency with CRM and sales-management tools, including Salesforce and Microsoft Office applications.
Responsibilities
- Develop and execute a regional business plan aligned with the broader MSP channel strategy, setting priorities and operating rhythms and delivering revenue, growth, pipeline, retention, and MSP-performance objectives.
- Recruit, lead, coach, and retain a high-performing team of Channel Account Managers; set expectations, conduct performance reviews, create development plans, and build succession strength.
- Segment and prioritize the regional MSP portfolio, identify whitespace and acquisition opportunities, and allocate resources to maximize growth across strategic, emerging, and underpenetrated MSP accounts.
- Establish disciplined account planning, opportunity management, and sell-with execution; ensure the team helps MSPs identify, qualify, and accelerate opportunities across the Calix portfolio.
- Build trusted relationships with senior MSP stakeholders and support priority partnerships, joint business plans, escalations, and strategic customer opportunities.
- Maintain forecast accuracy and pipeline quality through consistent inspection, coaching, and regional business reviews; translate performance data into corrective actions and growth initiatives.
- Ensure MSPs have the sales knowledge, technical resources, competitive positioning, and go-to-market support needed to create demand and win business.
- Partner with Marketing, Product, Customer Success, Enablement, Finance, Operations, and other sales teams to remove barriers, coordinate investments, and deliver a consistent partner experience.
- Gather and synthesize partner feedback, customer needs, competitive activity, and market trends to inform regional priorities and provide input to broader channel strategy.
- Define and monitor leading and lagging indicators, recognize strong performance, address gaps promptly, and foster accountability, collaboration, and continuous improvement.
- Travel approximately 40–60% for partner meetings, customer engagements, industry events, field coaching, and internal meetings.
Stand Out From the Crowd
Upload your resume and get instant feedback on how well it matches this job.
What This Job Offers
Job Type
Full-time
Career Level
Manager
