Calix

Account Executive, SMB

Calix

full-time

Posted on:

Origin:  • 🇺🇸 United States • Florida

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Salary

💰 $106,000 - $203,000 per year

Job Level

Mid-LevelSenior

Tech Stack

CloudIoT

About the role

  • Responsible for driving the growth of Calix products and solutions in the Broadband Service provider space.
  • Drive growth through new prospects and expansion with existing customers.
  • Work within the regional sales team in joint sales efforts that support overall territory growth.
  • Remote-based sales position with up to 40% travel in conjunction with trade shows/events or onsite client and prospect meetings and presentations.
  • Manage assigned territory with precision and uncover all viable opportunities within their designated territory.
  • Managing assigned territory, uncovering opportunities, and helping existing customers succeed while hunting new business.
  • Develop and maintain existing account and prospect account relationships developing contacts at the executive and operational levels.
  • Manage the complete and complex sales cycle, winning new accounts, and ensuring that Calix stays positively positioned within existing accounts by growing revenue, locking out competition, and uncovering new opportunities.
  • Handle or facilitate both pricing and contract negotiations.
  • Effectively deliver compelling presentations, in person and virtually, aligning Calix solutions to the business needs of a respective customer or prospect.
  • Develop and execute effective territory and account plans that grow Calix market share and the adoption of Calix solutions in alignment and coordination with the larger territory and regional plan.
  • Responsible for in-depth knowledge of the territory, identifying existing SMB target market businesses, and early identification of new entrants to the market.
  • Target and engage prospects within the assigned territory.
  • Collaborate within a matrix sales team aligned with the assigned territory and region.
  • Represent Calix in trade shows, conferences, and other events as required, speaking to and delivering the Calix value statement.

Requirements

  • History of over-achieving quota in past sales positions.
  • Experience working in virtual teams, with local sales account teams, solutions engineers, customer success, and overlay sales teams to manage sales cycles from business champion to CEO/CFO/GM level.
  • Experience working with Channel partners, Value Added Resellers, and external Industry Consultants.
  • Demonstrated solution and consultative selling experience.
  • Passion for learning innovative solutions and technologies and leveraging those learnings to position Calix for success.
  • Able to learn the business of our customers, their go-to-market best practices and then align with the Calix value proposition.
  • Embody a foundational business acumen, understanding business structure, how they make money, and be able to articulate solution impact and return on investment.
  • Able to build and deliver professional, compelling presentations both in person and virtually.
  • Technical aptitude and understanding of technical solutions, hardware, and cloud software.
  • Highly proactive, resourceful, and results-driven.
  • Positive attitude and a growth mindset.
  • Competitive, cooperative, collaborative and works well with internal and external customers.
  • 5+ years of sales quota overperformance within software/cloud/technology sales.
  • Experience selling technology/cloud/software solutions and platforms along with business solutions.
  • Experience utilizing CRM and other sales tools to document and execute sales efforts.
  • Understanding and passion for solutions such as social media platforms, marketing innovation, and internet of things.
  • Proficiency in sales methodologies such as SPIN selling, Karrass negotiation training, and the challenger sale.
  • Strong storytelling ability to engage prospects and customers.
  • Special considerations for experience with Salesforce, Gong, Gong Engage, 6Sense, Seismic, and LinkedIn Sales Navigator.
  • Bachelor's degree preferred.