Senior Sales Engineer – Major Accounts

Calix is looking for a dynamic self-starter to join our Major Accounts Team as a Sales Engineer.You will be expected to represent Calix as a Solutions Director SE responsible for the end-to-end success of Calix’s largest and most complex opportunities; including pre-sales support, solution design, pricing, and proper documentation and turnover to ensure a successful implementation of the full suite of Calix Solutions. The Solutions Director SE will also have an impact on the organization strategically; through feedback and improvements upon product strategy, pricing, big deal processes and ‘Voice of the Customer’ contributions from Operations and Implementation to continually improve solution design quality.As a Sales Engineer, Major Accounts, you will be pivoting between credible technical discussions while distilling these technical concepts into simple business language for senior management. The successful candidate will demonstrate the ability to elicit the end-to-end Calix value chain in a consultative way.The ideal candidate has a strong technical background with Residential Gateways and/or Enterprise wireless network controllers, including their architecture, functionality, and key components. Additional knowledge base should include a working understanding of PON technologies, Layer 2 and Layer 3 networking, and in-depth knowledge of the Broadband Service Provider space, including OSS/BSS systems automation and integration.Responsibilities and Duties:Drive incremental revenue through the development, and maintaining of C-level technical and business relationships with large complex sales opportunities to best position Calix’s capabilities and integrated value propositionArchitect designs leveraging the breadth of Calix’s network and Cloud solutions portfolio utilizing a consultative selling approach identifying client business issues and needs to determine client desired outcomesManage the communication and internal cooperation of Calix’s resources: Sales, Architecture, Support, Operations, Services, and Executive team to drive sales successBrand ambassador for Calix; Thought leader and influencer of Calix solutions while also staying current with external technologies and trends. Leverage this expertise to the benefit of both our clients and internal teams as well as provide thought leadership in presenting to industry groups as requestedManage the solutioning processes with cross-functional teams as required to envision, define, design and monitor the implementation of complex solutions to our clientsPartnering closely with Sales to prioritize and maintain sales pipeline within assigned Accounts, focusing on large or strategic opportunities, as defined by Sales. Report out on deal status and progressPartner closely with Sales to deliver technical sales-oriented presentations to customer's technical staff and senior managementAssist in the preparation and response of RF”X”’sDrive efficiencies and change within the Solutions Engineering organization through process improvementsProvide mentoring, training and coaching within the Sales organizationAll other job duties as assigned by managementProfessional Experience and Qualities:Uniquely talented and highly intelligent with a results-oriented mindsetSelf-starter with a reputation for being an effective change agentTenacious work ethic, doing “whatever it takes” with resolve, integrity, and an appropriate sense of urgency to meet deadlines and get the job doneStrong interpersonal skills, a proven track record of synthesizing and interpreting complex issues into solutions and the ability to effectively work with multiple audiences and levels across organizationsDemonstrate ability to establish and solidify strategic relationships with key customersExcellent presentation, written communication, and public speaking skills at all levelsBSEE/BSCS desiredTravel expectations: National travel up to 50% on average required to support customer engagementsStrong technical familiarity with Layer 2 and Layer 3 Access network architecturesFamiliarity with emerging technologies and trends in the industry, such as cloud-based solutions (SaaS) and software-defined networking (SDN)Working knowledge of Fiber and Copper based L2 Access systemsBroadband provider operator knowledge – speak our customers’ language, know their systems, their challenges and objectives.Knowledge of various routing protocols (BGP, OSPF, ISIS), transport functions (L2/3 VPN) and subscriber authentication solutions (Radius, BNG) preferredAbility to troubleshoot complex issues related to L2/L3 deployment architectures and methodologiesExperience partnering with cross-functional teams on continuous improvement in product, education and training, testing methods, and demosPreferred Qualifications:Experience in the Broadband Service Provider industry OR similar.Large Broadband Service Provider OSS/BSS product lifecycle, automation, and implementation experienceProficient working knowledge of Wi-Fi Standards and Managed Wi-Fi SolutionsProficiency in Architecting and Engineering of large L2 Access, Transport, Aggregation and L3 service routingCompensation will vary based on geographical location (see below) within the United States. Individual pay is determined by the candidate's location of residence and multiple factors, including job-related skills, experience, and education.For more information on our benefits click here.There are different ranges applied to specific locations. The average base pay range (or OTE range for sales) in the U.S. for the position is listed below.San Francisco Bay Area Only:187,200.00 - 280,800.00 USD AnnualNational Major Cities plus, CA, CO, NY Metro area:162,800.00 - 244,200.00 USD AnnualRegional plus NY:146,500.00 - 219,800.00 USD Annual