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 the 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 the territory, identifying existing SMB target market businesses, and early identification of new entrants to the market
Target and engage prospects within the 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.

5+ years of sales quota overperformance within software/cloud/technology sales
Experience selling technology/cloud/software solutions and platforms along with business solutions
Experience utilizing CRM and other sales tools to document and execute sales efforts
Understanding and passion for solutions such as social media platforms, marketing innovation, and internet of things
Proficiency in sales methodologies such as SPIN selling, Karrass negotiation training, and the challenger sale
Strong storytelling ability to engage prospects and customers.

Account Executive, SMB

Key skills