Regional Account Executive

3 days ago

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Calix

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GPON VDSL2 ADSL2+ Metro-Ethernet VoIP IPTV FTTH MSAP MSAN H.248 GR-303 10GE

1001 - 5000

💰 $50M Venture Round on 2009-08

Description

• The Regional Account Executive (RAE) is responsible for driving the growth of Calix products and solutions in the Broadband Service provider space. • They will drive growth through new prospects and an established client base. • The RAE will also be responsible for working within the regional sales team in joint sales efforts that support overall territory growth. • 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 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 territory, identifying existing SMB target market businesses and early identification of new entrants to the market. • Target and engage prospects within 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

• History of over-achieving quota in past sales positions. • Experience working in virtual teams, with local sales account teams, solutions engineers, customer success and overlay sales teams to manage sales cycles from business champion to CEO/CFO/GM level. • Experience working with Channel partners, Value Added Resellers, and external Industry Consultants. • Demonstrated solution and consultative selling experience. • Passion for learning innovative solutions and technologies and leveraging those learnings to position Calix for success. • Able to learn the business of our customers, their go-to-market best practices and then align with the Calix value proposition. • Embody a foundational business acumen, understanding business structure, how they make money and able to articulate solution impact and return on investment. • Able to build and deliver professional, compelling presentations both in person and virtually. • Technical aptitude and understanding of technical solutions hardware and cloud software. • Competitive, cooperative, collaborative and works well with internal and external customers.