Senior Commercial Solutions Manager

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.

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 Commercial Solutions Manager to join our Deal Review team.

Working under the Senior Director, Commercial Solutions, this position will work directly with Sales in partnership with Marketing in building compelling financially based value propositions for accelerating the opportunity cycle to successful close. Calix believes that the company with the best data wins and that our customers, communication service providers (CSP) of all sizes, are best positioned to win when they adopt our end-to-end Revenue Edge solution to deliver the ultimate home experience. This is an exciting opportunity to be part of the telecommunications industry transformation and the commercial models that align with this substantial shift. This position provides a unique opportunity for a highly talented individual to drive significant value at a leading company driving this transformation and will manage and maintain relationships to a wide variety of people and disciplines.

Responsibilities and Duties:

• Work with sales and marketing teams to position Calix value in the MDU / MSP market segments. Assist in driving commercial models to align with the market requirements.

• Develop a mastery of Calix Access Network Models and Software License business value propositions with a solid understanding when and to whom they are applicable.

• Deal Strategist serves as a consultant to Sales to assist through all aspects of opportunity engagement process, identifying all necessary information to help in value creation and build the customer facing business case for justification to close the opportunity.
• Enable and ramp a new and growing new Sales Team.
• Manage consistent pricing structures through both direct sales and strategic channel partners.
• Serve as a Trusted Advisor to Sales. Offer deal intelligence to assist in decision making. Proactively facilitate reviews, escalations, and approvals for exceptions.
• As part of opportunity management help ensure Sales are selling the right value propositions to close business according to the rules of engagement and setting up future business.
• Identify trends and opportunities for continuous process improvement and collaborate with the larger cross functional team to lead process efficiencies.
• Build and cultivate strong relationships with key stakeholders in Sales, Marketing, Finance, Sales Operations and Legal built on trust, transparency, and communication.
• Present deal economics to the Business Opportunity Review for approval by Calix Executives

Qualifications:

• Minimum 10 years’ experience financial analysis, business modeling and Return on Investment studies.
• Bachelor’s degree in finance, mathematics or a technical field or comparable work experience required, MBA preferred. Strong written and verbal communication skills combined with the ability to build meaningful and influential relationships with a broad range of stakeholders
• Detail oriented with the ability to analyze and interpret data, appl sound judgement and a results-focused mindset to drive best practices
• Ability to work well within a team in a rapidly growing business
• Strong business acumen – require examples of demonstrating a good understanding of the issues faced, a methodology used to position appropriate solutions and effectively overcome obstacles and challenges effectively and in a compelling manner.
• Deep knowledge of how to successfully bring value-added solutions to market.
• Strong problem-solving skills with the ability to translate complex needs into appropriate solutions while remaining sensitive to the complexities of the business.
• Effective internal and external stakeholder management
• Flexibility/adaptability with a can-do attitude, and an ability to react quickly to identified opportunities.
• Advanced excel and data manipulation skills
• Appreciation for a culture of not taking ourselves too seriously while taking our work very seriously
• Experience in the MDU / MSP market segments preferred.
• Deal escalation and customer negotiation experience highly desired

Location:

• Remote-based position located in the United States or Canada

The base pay range for this position varies based on the geographic location. More information about the pay range specific to candidate location and other factors will be shared during the recruitment process. Individual pay is determined based on location of residence and multiple factors, including job-related knowledge, skills and experience.

San Francisco Bay Area:

172,500 - 258,800 USD Annual

Select US Metros and States:

150,000 - 225,000 USD Annual

Other US Locations:

135,000 - 202,500 USD Annual

As a part of the total compensation package, this role may be eligible for a bonus. For information on our benefits click here.

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