Sales Director, Major Accounts (Open Access)

Calix is seeking a Major Accounts Sales Director to develop business with Tier 1 and associated Open Access accounts in the Central United States. This role involves leading a cross-functional team to expand Calix's next-generation software (SaaS) portfolio and fiber optic access solutions. The director will manage accounts to increase market share, ensure profitability, and establish strong relationships across all levels of customer organizations, providing market input for product development and pricing strategies.

Must Have

• Lead a cross-functional team responsible for National Accounts in the Central United States
• Manage account to increase market share and ensure profitability
• Develop strategies for customer utilization of Calix products and services
• Provide market input on product development and price strategies
• Establish strong working relationships across all levels of the customer's organization
• 10+ years of quota carrying technology sales and major or enterprise account management experience
• Strong communication, presentation, and negotiation skills
• Strong strategic and business development mindset
• Ability to leverage internal resources to achieve results
• Knowledge of the networking technology competitive landscape
• In-depth knowledge of WiFi technology, concepts, terms, and standards
• Understanding of MNO business
• Ability to build and execute a strategic account plan
• Track record of over-achieving quota
• Experience managing the sales cycle from business champion to CEO/CFO/CMO
• Experience managing and closing complex sales-cycles
• Competitive, cooperative, collaborative and work well with customers both internal and external
• Strong computer skills, including salesforce.com, Microsoft Word, PowerPoint, and Excel

Good to Have

• Generalist with wide breadth of knowledge of optical access networks, cloud and premise systems including wireless gateways, ONTs, and mobile application software
• Familiarity with micro-services delivery or container management
• Understanding of Customer Experience Management for broadband service providers
• Knowledge of Telecom and IT standards such as TR-69, TR369, OMCI, GPON, XGSPON
• Selling into large Broadband Service Providers
• Negotiating and closing large SaaS TCV contracts for managed services
• Previous Sales Methodology training, CRM experience, and strong customer references
• Bachelor’s degree

Perks & Benefits

• Comprehensive benefits package
• Remote-based position

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 States * Manage account as a business to increase market share and ensure profitability * Develop 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 applications * Provide market input on product development and price strategies * Establish 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 experience * Strong communication, presentation, and negotiation skills * Strong 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 capabilities * Ability to leverage resources internally to achieve results * Knowledge of the networking technology competitive landscape * In depth knowledge of WiFi technology, concepts, terms, and standards * Understanding of MNO business * Generalist with a wide breadth of knowledge of optical access networks, cloud and premise systems including wireless gateways, ONTs, and mobile application software preferred * Familiarity with micro-services delivery or container management preferred * Understanding of Customer Experience Management for broadband service providers * Knowledge of Telecom and IT standards such as TR-69, TR369, OMCI, GPON, XGSPON * Ability to build a strategic account plan and execute against it * Track record of over-achieving quota in past positions * Experience managing the sales cycle from business champion to the CEO/CFO/CMO * Experience managing and closing complex sales-cycles, demonstrating 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 * Future travel expectations: 50% ## Desired Experience: * Selling into large Broadband Service Providers * Negotiating and closing large SaaS TCV contracts for managed services * Previous Sales Methodology training, CRM experience, and strong customer references * Bachelor’s degree preferred ## Locations: * This is a remote-based position