Area Vice President - Major Accounts

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.

Area Vice President - Major Accounts

Purpose

This is a remote position that could be based anywhere in the Northeast United States near a major airport. Ideally the location will be in Northern New Jersey.

We are currently seeking a proven sales team leader to lead and inspire a customer account team focused on Verizon.

The team you will lead will be responsible for sales growth and execution of our Calix Portfolio for the Intelligent Access Edge, Cloud Applications, and premises equipment for Verizon. As service providers look to transform from their legacy networks, Calix is focused on enabling their transformation and innovative services and solutions enabling them to better compete in an increasingly competitive environment. This role reports into the SVP Strategic Account Sales.

Calix is a fast-paced, entrepreneurial environment where you will be empowered to sell communications and applications solutions and be set up for success. Our goal is to build an organization of smart, ambitious sales leaders, committed to our mission and focused on winning, and able to balance this with a respectful, healthy environment and lifestyle. At Calix, integrity and reliability are as important as talent and effort.

Responsibilities and Duties:

• Drives Sales execution for Calix Portfolio for the Intelligent Access Edge, Cloud Applications, for Marketing, Support, and Operations and Revenue Edge applications.
• Meet and exceed established sales goals.
• Leadership role will drive tactical sales actions, and development and execution of sales strategies.
• Develop and drive territory, business, and account planning.
• Ensure best practices are applied to support high-velocity sales cycles, and high quality, sales performance.
• Manage the sales pipeline and provide forecasts of sales revenue.
• Support development of Product and Marketing strategy to drive Sales growth at Verizon.
• Leverage sales leadership experience to coach, develop and motivate the team as they grow as sales professionals.
• Manage the day-to-day and week-to-week operations of the sales team.
• Collaborate with overlay 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 as needed.

Qualifications:

• 10+ years of sales management experience.
• History of leading teams who have over-achieved quota (top 10-20% of company).
• In depth understanding of cloud enabled business solutions with a specific focus on Communications Service Providers.
• Fundamental understanding of the technologies that underly a telecommunications network. Including Access, IP Routing, Premise equipment, Enterprise software platforms, Cloud, and AI.
• Experience managing complex sales cycles from business champion to the CEO/CFO/CMO level.
• 15+ years of quota carrying software or technology sales or pre-sales and account management experience.
• Experience managing and closing complex sales-cycles and ownership of all aspects of territory management.
• 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.

Preferred Qualifications:

• Experience in managing or selling into Verizon and other major tier one service providers
• Experience leading a team of first line sales leaders and managers.
• Understanding of key marketing challenges in the communication service provider industry.
• Previous Sales Methodology training, CRM experience, and strong customer references preferred.
• Bachelor and/or master’s degree in a Business, Commerce, or STEAM strongly preferred.

Location:

• Remote-based position located in the United States.

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