RVP, Sales - Global Service Providers (United Kingdom)

Calix is a fast-paced, entrepreneurial environment where you will be empowered to sell communications and applications solutions and be set up for success. Our goal is to build an organization of smart, ambitious sales people, committed to our mission and focused on winning, and able to balance this with a respectful, healthy environment and lifestyle. At Calix, integrity and reliability are as important as talent and effort.

This is remote-based position located in London, United Kingdom.

With over $2B of R&D in our 3rd generation platform, we are expanding our Global Service Provider Sales Team and are looking for an RVP who will be responsible for developing new business with Global Service providers and associated accounts. This individual will develop the accounts while ushering the resources of a first-rate team of cloud solution specialists, sales engineers, engineering and marketing professionals to expand our next generation software (SaaS) portfolio along with our leading-edge access and premise solutions.

Responsibilities and Duties:

• Develop new relationships and business in the respective region you are based in

• Manage account as a business to increase market share and ensure profitability

• Develop strategies to ensure Calix products and services are being utilized by the customer across their network to grow their business network access, customer premises, subscriber insights and applications

• Provide market input on product development and price strategies

• Establish strong working relationships across all levels and all functions within the customer's organization

• Collaborate with overlay sales resources to bring subject matter expertise, strategy, and support for customer engagements

• Ability to build a strategic territory, business and account plan and execute against it

Qualifications:

• 15+ years of proven successful relationship and business development in large global service providers

• Used to initially work as a quota carrying self-starter, able to grow a team success based

• Understanding of the technology selection processes in the global service providers in your region, from initial contacts through successful contract execution

• Comfortable with ambiguity, which would be seen as an opportunity to shape the direction of the business development trajectory

• Strong communication, presentation, and negotiation skills

• Strong strategic and business development mindset. Evidence of the ability to deeply understand the client business, and prime objectives, and aligning those with Calix's core capabilities

• Ability to leverage resources internally to achieve results

• Knowledge of the networking technology competitive landscape

• Understanding of service provider business models and GTM models

• In depth understanding of cloud enabled business solutions with a specific focus on Communications Service Providers

• Generalist with preferably a wide breadth of knowledge of optical access networks, cloud and premise systems including wireless gateways

• Knowledge of WiFi technology, concepts and terms

• Familiarity with micro-services delivery or container management preferred

• Understanding of Customer Experience Management for broadband service providers  

• Knowledge of Telecom and IT standards such as TR-69, TR369, OMCI, GPON, XGSPON preferred

• Track record of over-achieving targets in past positions

• Experience managing the sales cycle from business champion to the C-suite

• Experience managing and closing complex sales-cycles, demonstrating ownership of all aspects of territory management

• Candidates must be competitive, cooperative, collaborative and work well with customers both internal and external

• Strong computer skills, including salesforce.com, Microsoft Word, PowerPoint and Excel

• Expectation to be able to travel as the business requires

Desired Experience:

• Selling experience to Global Service Providers in your region is highly required.

• Negotiating and closing large SaaS TCV contracts for managed services

• Previous Sales Methodology training, CRM experience, and strong customer references

• Master’s degree preferred

Locations and language skills:

• We are looking for candidates who are proficient in English and based in London area for Global Service providers in the UK&I

#LI-Remote