Key skills
CloudSFDCSalesforceNegotiationCustomer SuccessSales
About this role
Role Overview
- 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
- 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
- 5+ years of sales quota over performance within software/cloud/technology sales
- Experience selling technology/cloud/software solutions and platforms along with business solutions
- 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
- Experience working with Channel partners, Value Added Resellers, and external Industry Consultants
- Demonstrated solution and consultative selling experience
- Able to build and deliver professional, compelling presentations both in person and virtually
- Technical aptitude and understanding of technical solutions hardware and cloud software
- Proficiency in sales methodologies such as SPIN selling, Karrass negotiation training, and salesforce.com
Tech Stack
- Cloud
- SFDC
Benefits
- More information about the pay range specific to candidate location and other factors will be shared during the recruitment process
- Health insurance
- 401(k)
- Paid time off
- Flexible work arrangements
- Professional development opportunities