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Greater London, England, United Kingdom
Remote only
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 preferred
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 preferredFamiliarity 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 with preference to live in Greater London area.
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