Regional Sales Manager - California & U.S. Pacific Territories

About the role

The Sales Manager orchestrates our organization's engagements with customers and prospects and has the overall responsibility for successfully selling and negotiating multi-year complex business relationships to senior client executives, which can include the CEO, CFO, CIO, Board of Directors and evaluation committees. The SM will create and lead the territory and account strategies to deliver maximum revenue potential across the Calix offerings into the client functions including executives, Procurement, Marketing, Planning, Engineering, and Network Operations. Value-based selling and strategic account management will be critical to enable the transformation of our client engagements and their business goals leveraging the total Calix platform. The Sales Manager understands the importance of collaboration, and they must be an extraordinary team leader, an astute businessperson exhibiting exceptional business insight, executive/boardroom presence, and outstanding judgment. The ability to articulate our unique and compelling value proposition is important so that customer decision-makers clearly grasp the short and long-term business and financial value of a relationship with Calix.

Responsibilities

• Manage the customer relationship, lead and participate in developing complex solutions, establish competitive value and drive closure
• Maintain a strong understanding of the client's business goals, financials, strategies and directions
• Develop in-depth knowledge of industry trends and competitive strategies
• Evangelize and promote the Calix Platform vision
• Partner with other companies to enhance Calix's solution or relationship with the client
• Proven competency selling in a structured methodology which drives predictable pipeline quality and growth
• Experience selling in a matrix environment requiring understanding of colleagues' goals and enabling success through orchestration of the team in an inclusive and optimized manner

Qualifications

• Experience working with broadband services providers selling cloud solutions platforms to BSP 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
• Successful track record of Sales success with increasingly complex deal and solution sales
• Well developed and consistent Sales process/methodology focused on selling to business outcomes
• Excellent communication and people skills
• Expertise in the utilization of discovery to learn and enable client understanding
• 4+ years of successful experience in related sales and strategy execution
• Regional travel required (approximately 50%-60%)
• Valid Driver's License

Pay

• San Francisco Bay Area: 283,000 - 425,000 USD Annual
• Select US Metros And States: 246,000 - 369,000 USD Annual
• Other US Locations: 222,000 - 333,000 USD Annual

Location: Remote position based in California with responsibility for the California and U.S. Pacific Territories region.