Calix

Sales Engineer

• Lead, coach, and develop a distributed team of Sales Engineers, Solutions Engineers, and technical account leaders
• Partner with Sales leadership on account strategies, opportunity plans, executive engagement, and revenue-growth priorities
• Build executive and technical relationships with priority MSO and strategic telecommunications customers
• Advise customers on broadband transformation and business outcomes
• Guide solution positioning, architecture strategy, demonstrations, technical discovery, and competitive differentiation
• Provide executive sponsorship for major pursuits, customer briefings, workshops, and technical escalations
• Align customer requirements and field insights with Product, Customer Success, Services, Marketing, and other cross-functional teams
• Establish operating rhythms, coverage models, resource priorities, and metrics for the strategic Sales Engineering organization
• Develop leadership depth, succession plans, onboarding standards, coaching practices, and career pathways
• Represent strategic MSO customer needs internally and influence priorities improving customer success and market impact
• Promote accountability, collaboration, inclusion, continuous learning, and customer-centered innovation

Regional Vice President, Sales Engineering – MSO Strategic Accounts

Vice President

• Own and deliver revenue targets, bookings, and pipeline growth across assigned markets
• Develop and execute strategic sales plans aligned with company objectives
• Build and expand relationships within the Tier 1 Cable operator market segment
• Lead complex deal strategies and negotiations for large, multi-year opportunities
• Identify whitespace and expansion opportunities within the existing customer base
• Define go-to-market strategies, segmentation, territory planning, and account coverage
• Drive pipeline management, forecasting accuracy, and sales process rigor
• Recruit, lead, and develop sales leaders and account executives
• Establish performance expectations and coaching frameworks
• Partner with Marketing, Product, Customer Success, and Finance on growth initiatives
• Provide market feedback to inform product strategy and innovation
• Implement metrics, dashboards, and KPIs to monitor performance and drive decisions
• Optimize sales processes, tools, and systems to improve efficiency and scale

Area Vice President, Major Account Sales

Solutions Engineer

Calix is building a new business model with a strategic growth initiative focused on secure, high-performance network experiences for managed environments. This new business model expands beyond the traditional broadband service provider motion to include Managed Service Providers (MSPs), Managed Security Service Providers (MSSPs), property and site operators. It brings together new industry targets, solutions, commercial strategies, partner relationships, and go-to-market motions.

The Subscriber Solutions Manager (SSM), Managed Business will lead customer-facing sales and solution engagement with an initial emphasis on MSPs. SmartMDU, Calix's cloud-managed platform for delivering secure, multi-tenant connectivity, operational automation, and digital experiences across managed properties, represents the first offering for the new business model. 

SmartMDU establishes Calix's initial presence in this market while providing valuable customer insights, operational learnings, and go-to-market validation. It is the first in a planned portfolio of purpose-built platforms, software solutions, and appliances designed to help managed service providers deliver differentiated experiences and outcomes within complex managed environments. 

This role will help customers realize value from today's solutions while influencing the evolution and expansion of Calix's next generation of managed business offerings.

This role blends consultative selling, technical fluency, market development, and value-based engagement. The successful candidate will uncover customer business requirements, shape repeatable go-to-market motions, develop trusted executive relationships, and translate Calix capabilities into measurable operational, guest, property, and financial outcomes.

Responsibilities & Duties:

- Build and advance a qualified pipeline of MSP opportunities, with particular attention to providers serving or expanding into hospitality and other managed-property verticals.

- Lead deep discovery across MSP business models, target industries, technology stacks, operational workflows, partner ecosystems, commercial requirements, and growth objectives.

- Develop account and opportunity strategies for high-priority MSPs, including stakeholder maps, shared success criteria, trial or proof-of-value plans, ROI narratives, and mutual action plans.

- Position Calix as a strategic managed-platform partner by connecting cloud, software, network, automation, analytics, and managed-service capabilities to customer business outcomes.

- Use SmartMDU as a foundational proof point while helping customers and internal teams connect current MDU opportunities to the broader managed business vision.

- Bring hospitality-market context into customer engagement, including the operating priorities of hotel owners, operators, management companies, technology partners, and hospitality-focused MSPs.

- Partner with Sales, Sales Engineering, Customer Success, Product, Marketing, Operations, and Partner teams to support technical evaluations, solution demonstrations, commercial alignment, onboarding, and early deployments.

- Build credibility through executive engagement, industry participation, thought leadership, and relationships with MSPs, consultants, systems integrators, property-technology providers, and other ecosystem influencers.

- Capture structured market feedback on customer requirements, integrations, commercial models, and partner-program needs to inform roadmap and launch-readiness decisions.

- Create repeatable sales plays, qualification criteria, enablement assets, and best practices that help Calix scale the managed business motion across customer segments and future verticals.

- Achieve and exceed quarterly and annual revenue, pipeline, customer acquisition, and adoption objectives.

Requirements:

- 5+ years of success in customer-facing sales, solution sales, business development, solution consulting, sales engineering, or strategic account roles within managed services, SaaS, networking, cloud, telecom, or adjacent technology markets.

- Demonstrated experience selling to, through, or alongside MSPs, with a working understanding of MSP economics, partner motions, service delivery, recurring-revenue models, and customer lifecycle requirements.

- Proven ability to translate technical capabilities into business value for executive, commercial, operational, and technical stakeholders.

- Experience leading complex discovery and coordinating multi-stakeholder sales cycles from initial qualification through evaluation, agreement, onboarding, and expansion.

- Familiarity with managed Wi-Fi, cloud-managed networking, secure connectivity, network operations, automation, analytics, or integrated hardware, software, and services solutions.

- Strong consultative-selling, presentation, facilitation, negotiation, and executive communication skills.

- Ability to operate effectively in an emerging business where priorities, products, processes, and external positioning will continue to evolve.

- Owner mindset, sound judgment, and the ability to create structure, build cross-functional alignment, and move initiatives forward with accountability.

- Willingness to travel up to 40%, with a valid driver’s license and readiness for international travel as needed.

Preferred Experience:

- Priority will be given to candidates with direct hospitality sales experience.

- Relevant backgrounds may include selling managed connectivity, Wi-Fi, cloud, SaaS, property technology, guest-experience platforms, or related solutions to hotel ownership groups, hotel management companies, resorts, extended-stay operators, hospitality-focused MSPs, or systems integrators.

- Understanding of hospitality operating models, buying centers, brand and property-level stakeholders, guest-experience priorities, and multi-property technology deployments.

- Experience with property management system integrations, guest onboarding workflows, branded digital experiences, multi-property management, or hospitality analytics.

- Established relationships within the MSP, hospitality technology, hotel ownership, hotel management, consulting, or systems-integration ecosystem.

- Experience in adjacent managed environments such as multifamily housing, student housing, senior living, venues, campuses, or professional A/V.

- Background launching a new market, category, partner program, solution, or go-to-market motion.

#LI-Remote

The on-target earnings 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:
184,000 - 276,000 USD AnnualSelect US Metros and States:
160,000 - 240,000 USD AnnualOther US Locations:
144,000 - 216,000 USD Annual
For information on our benefits click here.

Subscriber Solutions Manager, Managed Business

Accounting Manager

• Develop and execute the long-term vision and strategy for the Cost Accounting organization
• Lead transformation and continuous improvement of cost accounting processes, systems, controls, and reporting
• Establish inventory, costing, and operational accounting practices supporting scale and growth
• Partner with executive leadership to align cost accounting strategies with company objectives
• Build organizational capability through talent development, succession planning, and leadership coaching
• Own global inventory accounting, product costing, COGS, and supply chain accounting
• Oversee monthly, quarterly, and annual close processes for inventory, manufacturing, and operations
• Ensure accurate accounting for standard costs, purchase price variances, manufacturing variances, excess and obsolete inventory reserves, warranty reserves, and inventory valuation
• Direct quarterly and annual audit support and maintain SOX-compliant internal controls
• Lead operational forecasting with Supply Chain, Manufacturing, Operations, FP&A, and Finance leadership
• Develop models and processes to improve forecasts for inventory, manufacturing costs, COGS, and supply chain expenses
• Provide strategic insights on product costs, margins, supply chain risks, inventory trends, and operational performance
• Evaluate business initiatives, investments, manufacturing decisions, and cost optimization opportunities
• Deliver financial analysis and recommendations for executive decision-making and operational strategy
• Modernize processes through automation, system enhancements, and analytics-driven reporting
• Partner with IT and business systems teams to improve ERP functionality, reporting, and data quality
• Implement scalable reporting and analytics for inventory, product profitability, manufacturing performance, and operational efficiencies
• Drive technology adoption to reduce manual effort and improve organizational effectiveness
• Serve as primary finance partner for Operations and Supply Chain leadership
• Translate complex financial information into actionable business insights
• Communicate financial risks, opportunities, and operational performance to executive leadership
• Lead and develop a high-performing accounting and finance team through subordinate managers and senior individual contributors

Senior Director, Cost Accounting

Manager

• Design and implement partner enablement onboarding programs that accelerate MSP partner readiness to market and sell Calix solutions
• Build and scale training and certification programs across MSP partners for Calix solutions
• Develop and deliver in-person and virtual workshops for MSP sellers
• Develop structured, role-based enablement pathways for MSP partner sellers and marketers
• Create enablement assets including training modules, playbooks, onboarding kits, and solution guides
• Enable partners on the Calix Partner Program, including structure, benefits, and engagement models
• Drive adoption of partner tools and platforms such as PRM systems and learning platforms
• Partner with sales, success, product marketing, and partner marketing to align enablement with go-to-market priorities
• Track and report on enablement success metrics including certifications, readiness, time to first deal, and tool adoption
• Continuously refine programs based on partner feedback and performance insights
• Establish a repeatable enablement framework that scales across a growing partner ecosystem

Regional Vice President, Sales Engineering – MSO Strategic Accounts

Area Vice President, Major Account Sales

Subscriber Solutions Manager, Managed Business

Senior Director, Cost Accounting

Channel Enablement Manager