Regional Account Associate

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.

About the Role

The RAA is a key member of the regional sales team, supporting Regional Account Executives (RAEs) by managing sales enablement platforms, streamlining onboarding, and driving adoption and usage. This role is ideal for someone who thrives in a fast-paced, collaborative environment and is passionate about process improvement, sales operations, and driving results.

Cross-Functional Collaboration

• Partner with Sales Enablement and RAE managers to roll out new tools, processes, and enablement resources.
• Participate in campaign planning, including audience targeting, messaging, and success metrics.
• Act as a liaison between sales, marketing, and operations to ensure seamless execution of initiatives.
• Collaborate with subject matter experts to craft outbound messaging that accelerates net new logo acquisition and deepens engagement with existing customers.
• Collaborate with the sales team to develop strategies for reaching sales targets.

Onboarding & Training

• Own the Gong Engage and LinkedIn Sales Navigator onboarding experience for new RAEs, including tool setup, walkthroughs, and follow-up coaching
• Deliver training on Salesforce navigation, lead list generation, Gong flow creation
• Supplement training and increase sales utilization of other sales tools, including but not limited to Seismic, Digital Sales Rooms, 6Sense, etc
• Recommend reinforcement sessions to ensure adoption of best practices

Campaign & Flow Execution

• Design and optimize email flows for RAE campaigns, ensuring alignment with Calix messaging and goals
• Collaborate with Demand Generation, subject matter experts across Calix, and the RAE team to launch and track outreach sequences
• Leverage tools like Copilot, Seismic, and Calix web resources to enhance campaign effectiveness
• Ability to develop compelling sales enablement materials that drive engagement and adoption

Salesforce & Data Operations

• Analyze performance and usage metrics, iterate on sales enablement and content creation, striving to constantly improve results
• Support lead imports, segmentation, and account/contact hygiene in Salesforce
• Troubleshoot Gong-Salesforce integration issues and guide lead routing and dispositioning
• Contribute to data maintenance efforts such as Broadband Subs Validation and Competitive Relationship Updates
• Provide reports to the leadership team and content committee
• Other sales administration duties as needed

Sales Enablement & Platform Management

• Administer Gong integrations (Outlook, dialers, Salesforce extensions) and support sync troubleshooting
• Stay up to date on new functionalities and feature requests
• Lead onboarding sessions for Sales Tools, including navigation, task management, and flow creation best practices
• Gong engage
• LinkedIn Sales Navigator
• Seismic
• Salesforce
• 6Sense
• Other Sales tools/technologies as needed
• Provide ongoing support and guidance on Sales tools workflows

Appointment Generation as needed

• Stay up to date on market trends, competition, and industry developments
• Assist the sales team with outbound prospect and customer phone calls and emails as needed
• Identify potential customers and generate new business opportunities for the company as needed
• Contact and qualify potential customers as needed

What You Bring

• 3-5 years of experience in Sales, Sales Operations, Marketing, or another related field.
• Strong communication and organizational skills, facilitating cross-functional collaboration and follow-through
• You’re a self-starting, independent thinker who thrives in ambiguity. You don’t wait for detailed instructions; you chart the course, build the process, and bring others along with you
• Creativity and resourcefulness
• Ability to manage multiple priorities and collaborate across teams
• Strong sense of urgency and accountability
• Growth mindset and approach towards tasks
• Ability for up to 10% travel
• Ability to be on camera for meetings and interact with coworkers

Special Considerations

• Exposure to sales onboarding, training, sales operations, sales messaging, and appointment generation
• Exposure to CRM and other sales enablement tools with special consideration for Salesforce, Gong Engage, 6Sense and Seismic experience
• Storytelling experience that enhances sales communications

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