RVP, Sales - Global Service Providers (United Kingdom)

Calix is a fast-paced, entrepreneurial environment where you will be empowered to sell communications and applications solutions and be set up for success. Our goal is to build an organization of smart, ambitious sales people, committed to our mission and focused on winning, and able to balance this with a respectful, healthy environment and lifestyle. At Calix, integrity and reliability are as important as talent and effort.

This is remote-based position located in London, United Kingdom.

With over $2B of R&D in our 3rd generation platform, we are expanding our Global Service Provider Sales Team and are looking for an RVP who will be responsible for developing new business with Global Service providers and associated accounts. This individual will develop the accounts while ushering the resources of a first-rate team of cloud solution specialists, sales engineers, engineering and marketing professionals to expand our next generation software (SaaS) portfolio along with our leading-edge access and premise solutions.

Responsibilities and Duties:
Develop new relationships and business in the respective region you are based in

Manage account as a business to increase market share and ensure profitability

Develop strategies to ensure Calix products and services are being utilized by the customer across their network to grow their business network access, customer premises, subscriber insights and applications

Provide market input on product development and price strategies

Establish strong working relationships across all levels and all functions within the customer's organization

Collaborate with overlay sales resources to bring subject matter expertise, strategy, and support for customer engagements

Ability to build a strategic territory, business and account plan and execute against it

Qualifications: 15+ years of proven successful relationship and business development in large global service providers

Used to initially work as a quota carrying self-starter, able to grow a team success based

Understanding of the technology selection processes in the global service providers in your region, from initial contacts through successful contract execution

Comfortable with ambiguity, which would be seen as an opportunity to shape the direction of the business development trajectory

Strong communication, presentation, and negotiation skills

Strong strategic and business development mindset. Evidence of the ability to deeply understand the client business, and prime objectives, and aligning those with Calix's core capabilities

Ability to leverage resources internally to achieve results

Knowledge of the networking technology competitive landscape

Understanding of service provider business models and GTM models

In depth understanding of cloud enabled business solutions with a specific focus on Communications Service Providers

Generalist with preferably a wide breadth of knowledge of optical access networks, cloud and premise systems including wireless gateways

Knowledge of WiFi technology, concepts and terms

Familiarity with micro-services delivery or container management preferred

Understanding of Customer Experience Management for broadband service providers

Knowledge of Telecom and IT standards such as TR-69, TR369, OMCI, GPON, XGSPON preferred

Track record of over-achieving targets in past positions

Experience managing the sales cycle from business champion to the C-suite

Experience managing and closing complex sales-cycles, demonstrating ownership of all aspects of territory management

Candidates must be competitive, cooperative, collaborative and work well with customers both internal and external

Strong computer skills, including salesforce.com, Microsoft Word, PowerPoint and Excel

Expectation to be able to travel as the business requires

Desired Experience:
Selling experience to Global Service Providers in your region is highly required.

Negotiating and closing large SaaS TCV contracts for managed services

Previous Sales Methodology training, CRM experience, and strong customer references

Master’s degree preferred

Locations and language skills:
We are looking for candidates who are proficient in English and based in London area for Global Service providers in the UK&I

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