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

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.

Benefits

Health insurance
401(k) matching
Flexible work hours
Paid time off
Professional development opportunities

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools

sales cycle managementcontract negotiationterritory planningaccount managementCRM utilizationSPIN sellingKarrass negotiationchallenger salesoftware salescloud solutions

Soft Skills

relationship buildingpresentation skillsstorytellingcollaborationstrategic thinkingcommunicationproblem-solvingcustomer engagementnegotiationmarket analysis