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Solutions Business Architect



United States · Remote
Posted on Wednesday, May 1, 2024
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 looking for Solutions Business Architect who is passionate about Data, Marketing, Operations & Support models to help Communications Service Providers transform their business. This Solutions Business Architect will work with Major, National and Key Accounts teams selling a portfolio of Calix SaaS and services solutions into a focused set of Calix’s most strategic customers.

Calix is a fast-paced, entrepreneurial environment. Our goal is to build an organization of smart, ambitious and relentless sales leaders, who strive to learn and grow while fulfilling our mission of enabling our client’s success in a respectful, healthy environment and lifestyle. At Calix, integrity, teamwork, constant learning, and growth are as important as talent and effort. Successful Calix team members are rewarded with opportunities to grow their career while earning one of the most aggressive total compensation packages in the industry.

Responsibilities and Duties:

Being a world-class seller of SaaS solutions and Edge Suites, you will:

  • Lead Cloud SaaS and Edge Suites solution strategic sales efforts to Broadband Service Providers, MSO/Cable Service Providers and Tier II ISP’s. Assist with account planning, complex account management and sales processes, business case/ROI modeling, product evaluations, OSS/BSS integration and successful solution deployment.

  • Interpret customer requirements using astute discovery conversations to understand, anticipate and exceed customer needs.

  • Manage complete and complex sales-cycles often presenting to C-level executives and business leaders the value of Calix Cloud data and our Edge Suites solutions.

  • Evangelize and promote Calix Revenue Edge vision through executive engagement, product demonstrations, in-market events, and Major account specific initiatives.

  • Use the latest tools and sales enablement to understand our market opportunity, competitors and partners.

  • Provide market input on product development efforts and pricing strategies

  • Work with leadership and peers to refine and up level Calix Use Cases, Best Practices and Field Training initiatives.


  • 5+ years of quota carrying software/cloud sales and account management experience.

  • Exceptional presentation and communication skills.

  • Preferred candidates will have established relationships and experience selling into named National, Strategic and Major Account(s) in the Communications Service Providers space.

  • Experience direct selling to BSP’s, Tier II ISP’s, and/or MSO/Cable operators a plus

  • Candidates must possess a thorough understanding and sustained history of success selling SaaS solutions, major account selling skills, identifying and qualifying strategic sales opportunities, identifying key stakeholders and decision makers, and developing and executing a strategic account plan.

  • Comfortable working in virtual teams, and matrix organizations with solutions specialists, engineering, customer success and dedicated account teams to manage sales cycles from business champion to CxO level.

  • Experience managing extended development cycles and closing complex sales, with demonstrated ownership of all aspects of territory management and/or as SaaS Solution Specialist as business propositions as part of a broader Strategic account team.

  • The Calix team is distributed, and most team members enjoy the opportunity to work remotely.

Education, Certifications and Professional Licenses

  • Must have a valid driver's license.

  • Passion for learning and the drive to succeed.

  • Proficiency in sales methodologies such as SPIN selling, Value Selling, Major Account Selling, negotiation training,

  • Bachelor’s degree or equivalent


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:

251,700.00 - 377,500.00 USD Annual

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

218,900.00 - 328,300.00 USD Annual

Regional plus NY:

197,000.00 - 295,500.00 USD Annual