Area Vice President - Major Accounts

01 Calix North America - Remote, OR

Full-time - Senior

Remote - Remote, OR

About the position

The Area Vice President - Major Accounts at Calix is a remote leadership role focused on driving sales growth and customer success in the Tier 2 Market for telecommunications service providers. This position involves leading a high-performing sales team responsible for executing the Calix Portfolio, which includes Intelligent Access Edge and Cloud Applications. The role emphasizes strategic sales actions, territory planning, and collaboration with company leadership to recruit and develop sales talent, all while fostering a respectful and healthy work environment.

Responsibilities

• Drives Sales execution for Calix Portfolio for the Intelligent Access Edge and Cloud Applications.
• Meets and exceeds established sales goals.
• Develops and executes sales strategies and tactical sales actions.
• Creates and drives territory, business, and account planning.
• Ensures best practices are applied to support high-velocity sales cycles and high-quality sales performance.
• Manages the sales pipeline and provides forecasts of sales revenue.
• Supports the development of Product and Marketing strategy to drive Sales growth.
• Coaches, develops, and motivates the sales team to grow as professionals.
• Manages day-to-day and week-to-week operations of the sales team.
• Collaborates with overlay sales resources for customer engagements.
• Works closely with company leadership to recruit new sales talent as needed.

Requirements

• 10+ years of sales management experience.
• History of leading teams that have over-achieved quota (top 10-20% of company).
• In-depth understanding of cloud-enabled business solutions focused on Communications Service Providers.
• Fundamental understanding of telecommunications network technologies including Access, IP Routing, Premise equipment, and Cloud.
• Experience managing complex sales cycles from business champion to CEO/CFO/CMO level.
• 10+ years of quota-carrying software or technology sales or pre-sales and account management experience.
• Experience managing and closing complex sales cycles and ownership of all aspects of territory management.
• Strong computer skills, including Salesforce.com, Microsoft Word, PowerPoint, and Excel.

Nice-to-haves

• Experience in managing or selling into Wireline Service Providers such as Windstream, TDS, Lumen, Frontier, etc.
• Experience leading a team of first-line sales leaders and managers.
• Understanding of key marketing challenges in the communication service provider industry.
• Previous Sales Methodology training, CRM experience, and strong customer references preferred.
• Bachelor and/or master's degree in Business, Commerce, or STEAM strongly preferred.

Benefits

• Competitive salary based on geographical location.
• Comprehensive health insurance coverage.
• 401(k) retirement savings plan with company matching contributions.
• Flexible work hours and remote work options.
• Professional development opportunities and training programs.