Senior Commercial Agreements Manager

Calix delivers a broadband platform and managed services that enable our customers to improve life one community at a time. We’re at the forefront of a once in a generational change in the broadband industry. Join us as we innovate, help our customers reach their potential, and connect underserved communities with unrivaled digital experiences.

This is a remote position that can be based anywhere in the United States.

It’s an exciting time to join Calix as we’re working together to imagine and create the broadband experience that the world needs – and wants. Our team is growing and we’re looking for a Senior Manager, Commercial Agreements to join the Commercial Solutions team.  This position provides a unique opportunity for a highly talented individual to drive significant value at a leading company driving this transformation and offers exposure to a wide variety of people and disciplines.  This position joining an established team will focus on our growth in Tier 1 and Tier 2 Broadband Service Providers globally.  This individual will be responsible for a list of named customers joining the customer facing team lead by Sales.  The charter will be taking a leading roll in program managing all large commercial opportunities as well as forming relationships within the customer, driving to schedules and deliverables and aligning all necessary contributors in order to execute and deliver.

Responsibilities and Duties:

• Manage customer-facing agreements (contracts) process including direct negotiations
• Responsible for constructing new agreement templates for platform software, cloud solutions and services statements of work (SOW).
• Build and cultivate strong relationships with key stakeholders built on trust, transparency and communication across Sales, Marketing, Finance, Sales Operations
• Coordinate closely across Product Line Management, Demand Generation, Marketing, and Sales Leadership to promote alignment of activities, information sharing, and efficient ways of working.
• Collect common demanding contractual requests from large carriers, document common strategies to address, capture escalation paths for approval and provide a tracker of outstanding requests.
•  Teaming with sales managers and solutions engineers to develop commercial contract strategy
• Leading the commercial development of proposals and RFP responses
• Driving the development of business terms deals; participating in customer negotiations
• Presenting deal economics and approval packages to senior leaders
• Create business cases, value propositions and sales collateral to justify pricing levels
• Develop effective internal and external networks of relationships to progress deals, develop market expertise and raise awareness within client accounts and the market as a whole
• Communicate and sell the value proposition to a range of audiences
• Contribute meaningfully to product management teams in terms of client feedback, required updates or development items
• Flexibility to respond to changing needs and opportunities

Qualifications

• Minimum 10 years’ experience managing customer facing contracts and closing negotiations and comfortable working at the CxO level with Tier 1 / 2 broadband service providers
• Strong written and verbal communication skills combined with the ability to build meaningful and influential relationships with a broad range of stakeholders
• Must be extremely detail oriented with the ability to analyze and interpret data, applying sound judgement and best practices to work assigned - results focused. 
• Ability to work well within a team in a rapidly growing business
• Strong Business acumen - the job will include customer contact and will require a good understanding of the issues they face and a methodology of how to position appropriate solutions effectively and in a compelling manner.
• History of making customers and their needs a primary focus of one’s actions.
• Strong problem-solving with the ability to translate complex needs into appropriate solutions while remaining sensitive to the complexities of the business.
• Effective stakeholder management: internally as well as externally.
• Flexibility/adaptability with a can-do attitude, and an ability to react quickly to identified opportunities.
• Excellent communication skills demonstrating different communication style to optimize understanding by others; acknowledges and respects other views.
• Bachelor’s degree in Finance, Mathematics or a technical field or comparable work experience required
• High standards for producing quality work using a variety of skills.
• Appreciation for a culture of not taking ourselves too seriously while taking our work very seriously

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:

142,600.00 - 213,900.00 USD Annual

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

124,000.00 - 186,000.00 USD Annual

Regional plus NY:

111,600.00 - 167,400.00 USD Annual