Calix provides the cloud, software platforms, systems and services required for communications service providers to simplify their businesses, excite their subscribers and grow their value.We are expanding our Sales Team and are looking for a Major Accounts Sales Director who will be responsible for developing business with Tier 1 accounts and their associated Open Access accounts like Gigapower, Ubiquity, Boldyn, Tillman, Intrepid, Meridiam, Utopia . This individual will develop the account while ushering the resources of a first-rate team of cloud solution specialists, sales engineers, engineering and marketing professionals to expand our next generation software (SaaS) portfolio along with our leading-edge fiber optic access.Responsibilities and Duties:Lead a cross-functional team responsible for National Accounts in the Central United StatesManage account as a business to increase market share and ensure profitabilityDevelop strategies to ensure Calix products and services are being utilized by the customer across their network to grow their business network access , customer premises, subscriber insights and applicationsProvide market input on product development and price strategiesEstablish strong working relationships across all levels and all functions within the customer's organization Qualifications:10+ years of quota carrying technology sales and major or enterprise account management experienceStrong communication, presentation, and negotiation skillsStrong strategic and business development mindset. Evidence by the ability to deeply understand the client business, and prime objectives, and aligning those with Calix's core capabilitiesAbility to leverage resources internally to achieve resultsKnowledge of the networking technology competitive landscapeIn depth knowledge of WiFi technology, concepts, terms, and standardsUnderstanding of MNO businessGeneralist with a wide breadth of knowledge of optical access networks, cloud and premise systems including wireless gateways, ONTs, and mobile application software preferredFamiliarity with micro-services delivery or container management preferredUnderstanding of Customer Experience Management for broadband service providers Knowledge of Telecom and IT standards such as TR-69, TR369, OMCI, GPON, XGSPONAbility to build a strategic account plan and execute against itTrack record of over-achieving quota in past positionsExperience managing the sales cycle from business champion to the CEO/CFO/CMOExperience managing and closing complex sales-cycles, demonstrating ownership of all aspects of territory managementCandidates must be competitive, cooperative, collaborative and work well with customers both internal and externalStrong computer skills, including salesforce.com, Microsoft Word, PowerPoint and ExcelFuture travel expectations: 50% Desired Experience:Selling into large Broadband Service ProvidersNegotiating and closing large SaaS TCV contracts for managed servicesPrevious Sales Methodology training, CRM experience, and strong customer referencesBachelor’s degree preferred Locations:This is a remote-based positionThe 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:283,000 - 425,000 USD AnnualSelect US Metros and States:246,000 - 369,000 USD AnnualOther US Locations:222,000 - 333,000 USD AnnualFor information on our benefits click here.
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