Subscriber Solutions Manager, Managed Business

Calix

13d • $144,000 - $276,000 • Remote

About The Position

Calix is establishing a new business model with a strategic growth initiative focused on secure, high-performance network experiences for managed environments. This initiative expands beyond traditional broadband service providers to include Managed Service Providers (MSPs), Managed Security Service Providers (MSSPs), and property/site operators. It integrates new industry targets, solutions, commercial strategies, partner relationships, and go-to-market approaches. The Subscriber Solutions Manager (SSM), Managed Business will spearhead customer-facing sales and solution engagement, with an initial focus on MSPs. SmartMDU, Calix's cloud-managed platform for delivering secure, multi-tenant connectivity, operational automation, and digital experiences across managed properties, is the first offering under this new business model. SmartMDU marks Calix's initial entry into this market, providing valuable customer insights, operational learnings, and go-to-market validation. It is the first in a planned series of platforms, software solutions, and appliances designed to empower managed service providers to deliver unique experiences and outcomes in complex managed environments. This role will assist customers in leveraging current solutions while influencing the development and expansion of Calix's next-generation managed business offerings. The position combines consultative selling, technical expertise, market development, and value-based engagement. The ideal candidate will identify customer business requirements, establish repeatable go-to-market strategies, cultivate trusted executive relationships, and translate Calix's capabilities into tangible operational, guest, property, and financial results.

Requirements

• 5+ years of success in customer-facing sales, solution sales, business development, solution consulting, sales engineering, or strategic account roles within managed services, SaaS, networking, cloud, telecom, or adjacent technology markets.
• Demonstrated experience selling to, through, or alongside MSPs, with a working understanding of MSP economics, partner motions, service delivery, recurring-revenue models, and customer lifecycle requirements.
• Proven ability to translate technical capabilities into business value for executive, commercial, operational, and technical stakeholders.
• Experience leading complex discovery and coordinating multi-stakeholder sales cycles from initial qualification through evaluation, agreement, onboarding, and expansion.
• Familiarity with managed Wi-Fi, cloud-managed networking, secure connectivity, network operations, automation, analytics, or integrated hardware, software, and services solutions.
• Strong consultative-selling, presentation, facilitation, negotiation, and executive communication skills.
• Ability to operate effectively in an emerging business where priorities, products, processes, and external positioning will continue to evolve.
• Owner mindset, sound judgment, and the ability to create structure, build cross-functional alignment, and move initiatives forward with accountability.
• Willingness to travel up to 40%, with a valid driver’s license and readiness for international travel as needed.

Nice To Haves

• Priority will be given to candidates with direct hospitality sales experience.
• Relevant backgrounds may include selling managed connectivity, Wi-Fi, cloud, SaaS, property technology, guest-experience platforms, or related solutions to hotel ownership groups, hotel management companies, resorts, extended-stay operators, hospitality-focused MSPs, or systems integrators.
• Understanding of hospitality operating models, buying centers, brand and property-level stakeholders, guest-experience priorities, and multi-property technology deployments.
• Experience with property management system integrations, guest onboarding workflows, branded digital experiences, multi-property management, or hospitality analytics.
• Established relationships within the MSP, hospitality technology, hotel ownership, hotel management, consulting, or systems-integration ecosystem.
• Experience in adjacent managed environments such as multifamily housing, student housing, senior living, venues, campuses, or professional A/V.
• Background launching a new market, category, partner program, solution, or go-to-market motion.

Responsibilities

• Build and advance a qualified pipeline of MSP opportunities, with particular attention to providers serving or expanding into hospitality and other managed-property verticals.
• Lead deep discovery across MSP business models, target industries, technology stacks, operational workflows, partner ecosystems, commercial requirements, and growth objectives.
• Develop account and opportunity strategies for high-priority MSPs, including stakeholder maps, shared success criteria, trial or proof-of-value plans, ROI narratives, and mutual action plans.
• Position Calix as a strategic managed-platform partner by connecting cloud, software, network, automation, analytics, and managed-service capabilities to customer business outcomes.
• Use SmartMDU as a foundational proof point while helping customers and internal teams connect current MDU opportunities to the broader managed business vision.
• Bring hospitality-market context into customer engagement, including the operating priorities of hotel owners, operators, management companies, technology partners, and hospitality-focused MSPs.
• Partner with Sales, Sales Engineering, Customer Success, Product, Marketing, Operations, and Partner teams to support technical evaluations, solution demonstrations, commercial alignment, onboarding, and early deployments.
• Build credibility through executive engagement, industry participation, thought leadership, and relationships with MSPs, consultants, systems integrators, property-technology providers, and other ecosystem influencers.
• Capture structured market feedback on customer requirements, integrations, commercial models, and partner-program needs to inform roadmap and launch-readiness decisions.
• Create repeatable sales plays, qualification criteria, enablement assets, and best practices that help Calix scale the managed business motion across customer segments and future verticals.
• Achieve and exceed quarterly and annual revenue, pipeline, customer acquisition, and adoption objectives.

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.
• San Francisco Bay Area: 184,000 - 276,000 USD Annual
• Select US Metros and States: 160,000 - 240,000 USD Annual
• Other US Locations: 144,000 - 216,000 USD Annual
• For information on our benefits click here.

What This Job Offers

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