Account Executive (SMB) - Southeast

📋 Description

• • As a Regional Account Executive (RAE) for Small to Medium Businesses (SMB) in the Southeast region, you will be instrumental in driving the growth and adoption of Calix's transformative platform and solutions within the dynamic Broadband Service Provider (CSP) industry.
• • Your primary mission will be to cultivate and expand Calix's market presence by identifying and securing new business opportunities with prospective clients, while simultaneously deepening relationships and increasing revenue within our existing customer base.
• • This role demands a strategic approach to sales, requiring you to manage the entire sales cycle with precision, from initial contact and needs assessment through to complex pricing and contract negotiations, ensuring Calix remains the preferred partner.
• • You will be responsible for developing and executing comprehensive territory and account plans, meticulously analyzing the SMB target market within your designated territory, and proactively identifying both established businesses and emerging players.
• • A key aspect of your role will involve building and nurturing strong relationships with key stakeholders at executive and operational levels within client and prospect organizations, understanding their unique business challenges and strategic objectives.
• • You will be a compelling storyteller and presenter, adept at delivering impactful sales presentations, both virtually and in-person, effectively articulating the Calix value proposition and demonstrating how our innovative solutions directly address customer needs and drive business outcomes.
• • Collaboration is paramount; you will work closely with a matrixed regional sales team, including Solutions Engineers, Customer Success Managers, and overlay sales specialists, to orchestrate joint sales efforts and ensure a cohesive and successful go-to-market strategy.
• • Your expertise will extend to understanding the business models of our customers, how they generate revenue, and articulating the tangible impact and return on investment our solutions provide.
• • You will represent Calix at industry-leading trade shows, conferences, and events, serving as a knowledgeable ambassador for our brand and a confident speaker of our value statement.
• • This is a remote-based position, requiring up to 40% travel to engage with clients, prospects, and attend crucial industry events, necessitating strong self-management and organizational skills.
• • We are seeking a highly proactive, resourceful, and results-driven individual who possesses a strong sense of urgency, accountability, and a consistently positive attitude, coupled with a genuine growth mindset.
• • You will leverage your technical aptitude to understand and articulate the intricacies of our software, cloud, and hardware solutions, positioning them as strategic assets for our clients' digital transformation journeys.
• • A deep understanding of consultative selling principles will be essential, enabling you to act as a trusted advisor, guiding clients through complex technology decisions and aligning Calix solutions with their long-term strategic goals.
• • You will be expected to maintain an in-depth knowledge of the competitive landscape and market trends within the broadband industry, ensuring Calix remains at the forefront of innovation and customer value.
• • Success in this role hinges on your ability to not only hunt for new logos but also to effectively manage and expand existing accounts, fostering loyalty and driving sustained revenue growth.
• • You will utilize CRM and other sales enablement tools to meticulously document sales activities, manage pipelines, and track progress against targets, ensuring data-driven decision-making.
• • The ideal candidate will demonstrate a passion for learning about new technologies and innovative solutions, continuously seeking ways to leverage this knowledge to enhance Calix's market position and customer success.
• • You will be comfortable navigating complex sales cycles, engaging with stakeholders from business champions to C-level executives, and tailoring your approach to meet the diverse needs of each interaction.
• • Ultimately, your contribution will be vital in enabling Communication Service Providers to simplify operations, reduce costs, accelerate innovation, and deliver unparalleled digital experiences to their subscribers, thereby strengthening both their businesses and the communities they serve.