Vice President, Western Regional Sales

We are seeking a dynamic and experienced sales leader to serve as Vice President of Western Regional Sales. This role demands proven leadership skills to guide a high-performing sales team responsible for driving bookings from existing customers and acquiring new accounts. Reporting to the Senior Vice President of America Regional Sales, this position is pivotal in shaping and executing regional and territorial strategies to maximize revenue across Calix's offerings.

Key Responsibilities

• Lead the regional sales team in prospecting, qualifying, developing, and closing new opportunities.

• Drive team performance to exceed monthly, quarterly, and annual targets by building and accelerating a robust sales pipeline.

• Coach, develop, and motivate the team to achieve professional growth and strategic goals.

• Develop and execute territory and account plans aligned with regional strategies.

• Collaborate closely with field sales teams to optimize territory coverage and workload management.

• Negotiate critical matters with senior management and executives.

• Enhance demand generation processes in partnership with marketing teams to yield new opportunities.

• Deliver accurate forecasts and risk assessments during weekly pipeline reviews.

• Ensure best practices to support high-velocity sales cycles and superior performance.

• Advocate for seamless post-sales experiences through collaboration with customer operations and success teams.

• Foster long-term relationships while championing customer needs and prospects.

• Support the development of product and marketing strategies to drive sales growth.

• Provide strategic expertise and guidance for customer engagements across the region.

• Recruit, evaluate, and select new sales talent when necessary.

Qualifications

• Minimum 10 years of sales management experience with a proven ability to exceed quotas and drive strategic objectives.

• Expertise in managing complex sales cycles and engaging with senior-level executives (CEO, CFO, CMO).

• Proven track record in territory management and closing high-value deals.

• Experience building and leading successful sales teams at managerial or director levels.

• Ability to navigate change and collaborate across dynamic teams in fast-paced environments.

• Strong interpersonal, written, and verbal communication skills, with a focus on coaching team members.

• Proficiency in Salesforce.com, Microsoft Office tools (Word, PowerPoint, Excel), and other sales technologies.

• Competitive, collaborative, and customer-oriented mindset.

• Travel expectations: 50%.

• Valid driver’s license required.

Desired Experience

• Experience selling to BSP operations leaders.

• Familiarity with marketing challenges in the communication service provider sector.

• Experience engaging with Tier 1 Solution Provider customers.

• Strong knowledge of cloud-enabled business solutions tailored to communication service providers.

• Previous sales methodology training and CRM experience preferred.

Education, Certifications, and Licenses

• Bachelor’s and/or Master’s degree in Business, Commerce, or STEAM disciplines strongly preferred.

Location

This is a remote position available anywhere in Western or Central United States.

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