Calix is helping the next generation of broadband service providers build an entirely new business model by reshaping the way that they interact with their subscribers, leveraging the power of cloud-based analytics, and enabling new revenue streams. Our mission is to enable broadband service providers of all sizes to leverage the Calix platform to simplify their business and excite their subscribers to grow the value of their business and for their communities.We are currently seeking an experienced and proven sales leader to lead, develop and challenge a team of high-performing sellers to Tier 1 and Tier 2 Communications Providers in North American. This team will drive activities within broadband service provider accounts and is responsible for generating bookings from an existing customer base, as well as prospecting to grow our business through new account acquisition. This role reports into the Senior Vice President of America Sales. The Vice President of Strategic Account Sales will be responsible for creating and executing complex custom sales strategies and leading the team to deliver maximum revenue potential across the Calix offerings. 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. Calix is a fast-paced, entrepreneurial environment where you will be empowered to lead by example. Within Sales, our goal is to build an organization of smart, ambitious sales professionals, committed to our mission and focused on winning, with the ability to balance this with a respectful, healthy environment and lifestyle. At Calix, integrity and reliability are as important as talent and effort.Key Activities and Essential Duties:Lead the Tier 1 and Tier 2 sales teams in prospecting, qualifying, developing, and closing new opportunities.Lead and influence the team to meet and exceed monthly, quarterly, and annual team targets by generating a sales pipeline, accelerating active opportunities, and driving to close.Leverage sales leadership experience to coach, develop, inspect, challenge, and motivate the team as they grow as sales professionals.Develop complex business strategies and guide the sales team execution of account plans and strategies to expand each customer’s utilization of the total portfolio. Interact with senior management and executives frequently involving negotiating extremely critical matters to the organization. Manage the sales pipeline, reporting on monthly, quarterly, and annual sales targets and deliver competitive business insights, trends, and analysis to drive ongoing performance improvements.Ensure sales best practices are applied to support high velocity sales cycles, and high quality, sales performance.Work with the customer operations and customer success teams to ensure a seamless post-sales customer experience.Influence Product and Marketing strategy to drive Sales growthEffectively cascade functional strategy and collaborate with regional sales resources to bring subject matter expertise, strategy, and support for customer engagements.Work closely with company leadership to select, evaluate and recruit new sales talent.Qualifications:Minimum 10 years of sales management experience with Tier 1 and Teir 2 Communications Providers with a proven track record of exceeding sales quota and driving strategic goals.Experience managing complex sales cycles from business champion to the CEO/CFO/CMO level.Experience managing and closing complex sales-cycles and ownership of all aspects of territory managementProven experience building a sales team at the sales manager, director level or above.Demonstrated ability to manage through change, deal with ambiguity and collaborate across teams.Ability to work in fast paced environment and have the experience of leading an organization through change.Possess a positive attitude and have an aggressive desire for results.Superior interpersonal skills, excellent written and verbal communication skills – able to coach team to progress sales by phone, email, or video.Candidates must be competitive, cooperative, collaborative, and work well with customers both internal and external.Strong computer skills, including Salesforce.com, Microsoft Word, PowerPoint, and Excel.Travel Expectations: 50%Must have a valid Driver's License.Desired Experience:Minimum 10 years of sales management experience with Tier 1 and Tier 2 Communications Providers with a proven track record of exceeding sales quota and driving strategic goals.Understanding of key marketing challenges in the communication service provider industry.In-depth understanding of cloud enabled business solutions with a specific focus on Communications Service Providers.Previous Sales Methodology training, CRM experience, and strong customer references preferred.Education, Certifications and Professional Licenses:Bachelor and/or Master’s degree in a Business, Commerce, or STEAM strongly preferred.Location:This is a remote-position located in any city near a major airport in the United States or Canada.#LI-Remote
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