Sales Manager - Majors Accounts (Verizon)

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.

The Verizon Business Development Sales Manager orchestrates our organization’s proactive engagements with Verizon and has the overall responsibility for successfully identifying, qualifying, positioning, selling, negotiating and closing multi-year complex business relationships to senior client executives, which can include the CEO, CFO, CTO, Board of Directors and evaluation committees.

This role must manage the customer organizations and overall relationship map, lead and participate in developing complex solutions, establish competitive value and close the opportunity. This requires one to have:

• A strong understanding of the client’s business goals, financials, strategies & directions. 

• In depth knowledge of the industry trends, and directions.

• Evangelization and promotion of the Calix Platform vision and our unique value proposition.

• Competitive strategies and offerings.

• 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.

The Verizon Business Development Sales Manager is responsible for creating and executing sales strategies that apply across the customer’s overall business initiatives and across the supporting customer organizations (CEO, CxO, Product/Strategy, Procurement, Marketing, Planning, Engineering, and Network Operations). Value-based selling and strategic account management will be critical to enable the transformation of our client engagements and their business goals leveraging the total Calix platform. 

They must be an extraordinary hunter, 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. Coordination and orchestration of the holistic Calix team (including executives, solutions engineers, specialists, product, and marketing teams) is critical to the success of this role.

Qualifications:

• The ideal candidate will have experience working with broadband services providers specifically Tier 1 and 2 cable operators selling platform solutions to C-Levels.

• 7+ years of selling similar solutions to Verizon Consumer and Business entities.

• Extensive relationships in and across the Verizon organizations including Product, Planning, Device Marketing, Device Evolution, and related entities associated with the development and sale of Consumer and SMB offerings with specific focus on Cloud and Premises solutions.

• Strong customer facing and relationship management skills with appropriate negotiation and influencing skills.

• Successful track record of Sales success with increasingly complex deal and solution sales into Verizon – additional experience with other Tier 1 and 2 operators would also be valuable.

• A well developed and consistent Sales process / methodology that focused on selling to Business outcomes.

• Knowledge of the platforms and architectures used by Verizon in delivering Consumer and SMB services.

• Excellent communication and people skills.

• Expertise in the utilization of discovery to learn and enable client understanding.

• Preference for candidate to live in NYC metro area or surrounding areas.

• Must have 10+ years’ of successful experience in related sales and strategy execution.

• Approximately 25% travel.

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:

274,000.00 - 411,000.00 USD Annual

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

238,000.00 - 357,000.00 USD Annual

Regional plus NY:

214,000.00 - 321,000.00 USD Annual