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Major Accounts Sales Director



Sales & Business Development
United States · Remote
Posted on Wednesday, June 19, 2024
This is a remote-based position located anywhere in the United States.

Calix is helping the next generation of broadband service providers build an entirely new business model by reshaping the way that they interact with their subscribers, leveraging the power of cloud-based analytics, and enabling new revenue streams.

Our mission is to enable broadband service providers of all sizes to leverage the Calix platform to simplify their business and excite their subscribers to grow the value of their business and for their communities.

We're expanding our Sales Team and seeking a Major Accounts, Sales Director who will be focused on working with Tier 2 Broadband Service Providers to target and sell Calix’s full portfolio. You will also participate in the creation and execution of the Calix account strategy to deliver maximum revenue potential across the various Calix offerings. This includes managing the complete and complex sales-cycle, often presenting to C-level executives the value of our full suite of Cloud applications, Access Networking, and Revenue Edge suites.

Roles and Responsibilities:

This role will manage the customer relationship, lead and participate in developing complex solutions, establish competitive value and drive closure. This requires:

  • A strong understanding of the client’s business goals, financials, strategies & directions, industry trends, and competitive strategies
  • Evangelization and promotion of the Calix Platform vision.
  • Experience partnering 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 the understanding of colleagues’ goals and enabling success through the orchestration of the team in an inclusive and optimized manner.
  • Developing strong relationships and acting as the trusted advisor to our customers to ensure we are well positioned, and clients are aligned to our strategy and the full suite of Calix solutions.
  • Competing for and winning new accounts, growing revenue, locking out competition, and identifying new opportunities.
  • Continuously growing professional and technical knowledge by attending educational workshops, reviewing professional publications and other content, establishing personal networks, benchmarking best practices, and participating in professional and industry organizations.

The successful candidate 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. Ability to articulate our unique and compelling value proposition so that customer decision-makers clearly grasp the short and long-term business and financial value of a relationship with Calix is critical.


  • Must have 7+ years of successful experience in related sales and strategy execution
  • The ideal candidate will have experience working with Tier 2 Broadband Service Providers selling cloud solutions platforms to 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
  • A 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.
  • Travel is required (approximately 25%).
  • Must have a valid Driver's License.


  • This is a remote-based position located anywhere in the United States.


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:

273,900.00 - 411,000.00 USD Annual

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

238,200.00 - 357,400.00 USD Annual

Regional plus NY:

214,400.00 - 321,700.00 USD Annual