Account Executive (SMB) - Southeastern United States

The Regional Account Executive (RAE) is responsible for driving the growth of Calix products and solutions in the Broadband Service provider space. They will drive growth through new prospects and expansion with existing customers. The RAE will also be responsible for working within the regional sales team in joint sales efforts that support overall territory growth. This is a remote-based sales position with up to 40% travel in conjunction with trade shows/events or onsite client and prospect meetings and presentations. This role is ideal for someone who thrives in a fast-paced, collaborative environment and is passionate about driving results. The successful candidate will be responsible for managing their assigned territory with precision and uncovering all viable opportunities within their designated territory. We’re looking for a proactive and resourceful individual who excels at helping existing customers succeed while also being a strong hunter of new business. A strong sense of urgency and accountability is essential. Top performers in this role consistently demonstrate a positive attitude and a growth mindset.

Responsibilities and Duties:

• 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.
• Expected travel <40%

Qualifications:

• 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 from business champion to CEO/CFO/GM level.
• Experience working with Channel partners, Value Added Resellers, and external Industry Consultants.
• Demonstrated solution and consultative selling experience.
• Passion for learning innovative solutions and technologies and leveraging those learnings to position Calix for success.
• Able to learn the business of our customers, their go-to-market best practices and then align with the Calix value proposition.
• Embody a foundational business acumen, understanding business structure, how they make money, and be able to articulate solution impact and return on investment.
• Able to build and deliver professional, compelling presentations both in person and virtually.
• Technical aptitude and understanding of technical solutions, hardware, and cloud software.
• Highly proactive, resourceful, and results-driven.
• Positive attitude and a growth mindset.
• Competitive, cooperative, collaborative and works well with internal and external customers.

Experience:

• 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.
• Special considerations for experience with Salesforce, Gong, Gong Engage, 6Sense, Seismic, and LinkedIn Sales Navigator.

Education:

• Bachelor's degree preferred.

Location:

• The preferred location is for someone who lives in Florida or close proximity to Florida.

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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.

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