Area Vice President, Managed Services Ecosystem & Partner Programs

Calix; San Jose (CA); On-site; USD 217,000 - 347,000; Full time

Job summary

Calix, based in the San Francisco Bay Area, seeks an executive to create and scale MSP-focused partner programs within the Managed Business initiative. This role emphasizes ecosystem creation, program architecture, market development, and leading a high-performing team rather than direct MSP account management.

You will blend strategy with governance, define partner tiers, onboarding, and engagement workflows, and collaborate with Sales, Digital, Marketing, Enablement, and Operations to drive

Job description

The Calix platform enables Communication Service Providers (CSPs) of all sizes to transform and future-proof their businesses. Through real-time data, automation, and actionable insights delivered viaCalix One— our cloud-first, AI-powered platform — CSPs can simplify operations, collapse cost, and accelerate innovation. Calix One brings together the automation of everything and the experience of one, empowering customers to deliver differentiated subscriber experiences while driving acquisition, loyalty, and revenue growth. This is the Calix mission: to enable CSPs of all sizes to simplify, innovate, and grow, strengthening both their businesses and the communities they serve.

We’re at the forefront of a once in a generational change in the broadband industry. Join us as we innovate, help our customers reach their potential, and connect underserved communities with unrivaled digital experiences.

We are seeking a visionary partner ecosystem leader to create and scale the strategic partner motions required to support the company’s Managed Business initiative.

This executive will be responsible for designing, launching, and operationalizing two critical partner programs that establish Calix as a meaningful platform within the Managed Service Provider (MSP) ecosystem.

Two Interdependent Partner Programs

• MSP Specialization: A specialization within the Calix Partner Program designed to recruit, enable, and scale Managed Service Providers that leverage Calix solutions to deliver managed business services.
• MSP Ecosystem Partner Program: A dedicated program that extends the Calix Partner Program to support the broader MSP market, including technology vendors, industry organizations, consultants, influencers, and strategic alliance partners that contribute to MSP success.

This role is focused on ecosystem creation, program architecture, market development, and organizational leadership rather than direct MSP partner account management. Strategic and high-value MSP relationships will be owned by Sales teams, while broad and long-tail MSP engagement will be delivered through scalable programmatic motions. This leader’s team will manage MSP ecosystem partners where appropriate to the specific audience and partner category.

The successful candidate will have extensive experience building MSP-focused partnerships and programs in North America and a demonstrated track record of creating new ecosystems, developing scalable partner strategies, and leading high-performing organizations through periods of transformation and growth.

Strategic Charter

• Establish Calix as a credible and valuable platform within the North American MSP market.
• Build the programs required to support Calix’s Managed Business initiative.
• Create a scalable MSP engagement model that can support long-term growth.
• Develop the strategic ecosystem relationships required to accelerate MSP adoption.
• Build organizational capabilities that enable ecosystem expansion without dependency on direct MSP account management.
• Create a repeatable framework for recruiting, enabling, and supporting ecosystem partners.

Core Responsibilities

MSP Specialization Strategy & Development

• Design and launch a dedicated MSP Specialization within the Calix Partner Program.
• Define the overall MSP partner strategy in alignment with Managed Business objectives.
• Establish program requirements, partner tiers, accreditation standards, onboarding processes, and participation criteria.
• Create partner benefits, incentives, enablement resources, and engagement models.
• Build certification, training, and readiness programs that support MSP success.
• Develop governance processes and operational frameworks required to support growth.
• Define and manage program performance metrics.

Scalable MSP Engagement

• Design scalable engagement models that support broad MSP adoption.
• Build programmatic mechanisms that support MSPs across multiple maturity levels.
• Partner with Digital, Marketing, Enablement, and Operations teams to create automated partner engagement workflows.
• Define strategies to drive MSP participation, activation, and long-term engagement.

Sales Alignment

• Partner closely with Sales leadership to ensure clear alignment between strategic MSP account ownership and program operations.
• Establish processes that support Sales-led MSP relationships while maintaining consistent program experiences.
• Ensure program investments drive measurable Managed Business outcomes.

MSP Ecosystem Partner Program Strategy & Development

• Design and launch a dedicated MSP Ecosystem Partner Program built on and extending the existing Calix Partner Program.
• Define ecosystem partner categories, value propositions, qualification criteria, and engagement models.
• Develop program benefits, operational processes, and governance structures.
• Create scalable frameworks for recruiting, managing, and growing ecosystem partnerships.

The base pay range 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

• 217,400 - 347,300 USD Annual

Select US Metros And States

• 189,000 - 302,000 USD Annual

Other US Locations:

• 170,100 - 271,800 USD Annual

As a part of the total compensation package, this role may be eligible for a bonus. For information on our benefits click here.