Sales Director - Major Accounts

19 Hours ago • All levels • $214,000 PA - $411,000 PA

Job Summary

Job Description

The Sales Director for Major Accounts will lead customer relationships and account strategy, develop complex solutions, establish competitive value, and drive deal closures. Responsibilities include evangelizing the Calix Platform vision, driving pipeline growth, managing a matrixed team, and acting as a trusted advisor to customers. The role involves competing for and winning new accounts, growing revenue, and expanding the qualified pipeline. Continuous professional and technical development is also expected. The candidate must have experience closing large complex deals and selling Customer Experience cloud solutions.
Must have:
  • Build value-based account strategy with focus on client objectives.
  • Evangelize and promote the Calix Platform vision.
  • Sell using a structured methodology for pipeline growth.
  • Manage and coordinate a matrixed team effectively.
  • Develop strong customer relationships as a trusted advisor.
  • Compete for and win new accounts, driving revenue.
  • Close large complex deals exceeding $5M.
  • Excellent communication and people skills.

Job Details

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.

Roles and Responsibilities:

Lead the customer relationship and account strategy, participate in developing complex solutions, establish competitive value and drive closure.

Requirements:

  • A strong understanding building a value-based(ROI) account strategy focused on the clients strategic objectives and positioning Calix’s unique business value to support new wins and box out the competition.

  • Evangelization and promotion of the Calix Platform vision.

  • Proven competency selling in a structured methodology which drives pipeline growth and predictable results QoQ

  • Experience selling in a matrix environment requiring the understanding of colleagues’ goals and enabling success through the orchestration of the team in an inclusive and optimized manner.

  • Developing strong relationships and acting as the trusted advisor to our customers to ensure we are well positioned, and clients are aligned to our strategy and the full suite of Calix solutions.

  • Competing for and winning new accounts, growing revenue, locking out competition, growing qualified pipeline

  • Continuously growing professional and technical knowledge by attending educational workshops, reviewing professional publications and other content, establishing personal networks, benchmarking best practices, and participating in professional and industry organizations

Qualifications:

  • Established history of closing large complex deals in excess of $5M

  • The ideal candidate will have experience working with Tier 2 Broadband Service Providers selling Customer Experience cloud solutions to executive teams

  • Experience coordinating and orchestrating a matrixed team is critical.

  • Strong customer- facing and relationship management skills with appropriate negotiation and influencing skills.

  • Excellent discovery process and ability to leverage questions to learn and lead discussions.

  • A well developed and consistent sales process / methodology focused on selling to business outcomes.

  • Excellent communication and people skills.

  • Travel is required (approximately 25%).

  • Must have a valid Driver's License

#LI-Remote

Compensation 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:

274,000.00 - 411,000.00 USD Annual

National Major Cities plus, CA, CO, NY Metro area:

238,000.00 - 357,000.00 USD Annual

Regional plus NY:

214,000.00 - 321,000.00 USD Annual

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About The Company

Calix delivers a broadband platform and managed services that enable our customers to improve life one community at a time. We’re at the forefront of a once in a generational change in the broadband industry. Join us as we innovate, help our customers reach their potential, and connect underserved communities with unrivaled digital experiences. This is the Calix mission - to enable CSPs of all sizes to Simplify. Innovate. Grow.
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