MSP Channel Sales Manager

Calix; United States; Remote; USD 214,000 - 411,000; Full time

Job summary

A leading technology company seeks an MSP Channel Sales Manager to drive sales and engagement with Managed Service Providers. The role requires strategic sales expertise and collaboration with senior executives, focusing on building relationships and competitive solutions while operating in a dynamic, remote environment. Successful candidates will have a proven track record in software sales and strong communication skills.

Qualifications

• 5+ years experience selling to Managed Service Providers.
• Strong communication and negotiation skills.
• A strategic mindset focused on business development.

Responsibilities

• Lead sales cycles and generate new business opportunities targeting MSPs.
• Establish relationships within Managed Service Provider organizations.
• Develop and implement sales strategies aligned with customer goals.

Skills

Collaboration

Consultative Sales Skills

Communication

Presentation

Negotiation

Strategic Mindset

Tools

Salesforce.com

Gong

Microsoft Office Suite

Job description

In the role of MSP Channel Sales Manager, you will lead proactive engagements and manage the process of identifying, qualifying, positioning, selling, negotiating, and winning prospect MSPs(Managed Service Providers) . Your focus will be on working with senior executives, such as Owners, CEOs, CFOs, CTOs, developing competitive solutions, and ensuring successful outcomes.

Calix is revolutionizing the broadband service provider industry. By reshaping how providers interact with subscribers, leveraging the power of cloud-based analytics, and enabling innovative revenue streams, we help build a new business model for the future. Our mission is to empower broadband service providers of all sizes to utilize the Calix platform, simplifying their operations, delighting their subscribers, and increasing the value of their businesses while supporting their communities.

In the role of MSP Channel Sales Manager, you will lead proactive engagements and manage the process of identifying, qualifying, positioning, selling, negotiating, and winning prospect MSPs(Managed Service Providers) . Your focus will be on working with senior executives, such as Owners, CEOs, CFOs, CTOs, developing competitive solutions, and ensuring successful outcomes.

Responsibilities and Duties:

• Establish strong, collaborative relationships at all levels and functions within Managed Service Provider organizations.
• Act as a "hunter," initiating and driving sales cycles to generate new business opportunities by telling the comprehensive Calix story.
• Leverage internal resources to achieve results and drive success.
• Manage accounts strategically to increase market share and ensure profitability.
• Provide valuable market insights to influence product development and pricing strategies.
• Develop and implement sales strategies that align with the customer’s overarching business goals and support departments like Product/Strategy, Procurement, Marketing, Planning, Engineering, and Network Operations.
• Effectively presenting the Calix differentiated solution at events and trade shows
• Participate in ad-hoc sales campaigns and programs to help create new opportunities
• Use CRM to ensure activities are documented, opportunities are forecasted accurately, and adequate information about the prospect and/or opportunity is communicated
• Maintain knowledge of market conditions and competitive activities
• Clearly articulate the Calix value proposition to key decision-makers, highlighting both short- and long-term business and financial benefits.
• Coordinate and align the broader Calix team—including executives, solutions engineers, specialists, product teams, and marketing teams—to drive customer success.
• Travel required: approximately 30%

Qualifications:

• 5+ years of experience selling to Managed Service Providers, selling software or technology.
• Proven ability to collaborate in a matrixed environment, understanding and aligning with colleagues’ goals while effectively orchestrating a team for optimal results.
• Experience using consultative sales skills with heavy emphasis on prospecting and new customer acquisition
• Strong communication, presentation, and negotiation skills.
• A strategic mindset with a focus on business development, demonstrated by an ability to thoroughly understand client objectives and align them with Calix’s core capabilities.
• Competency with Microsoft Office suite and other sales tools like Salesforce.com, Gong etc.

Location:

This is a remote position located in the United States.

#LI-Remote

Compensation will vary based on geographical location (see below) within the United States. Individual pay is determined by the candidate's location of residence and multiple factors, including job-related skills, experience, and education.

For more information on our benefits click here.

There are different ranges applied to specific locations. The average base pay range (or OTE range for sales) in the U.S. for the position is listed below.

San Francisco Bay Area Only:

274,000.00 - 411,000.00 USD Annual

National Major Cities plus, CA, CO, NY Metro area:

238,000.00 - 357,000.00 USD Annual

Regional plus NY:

214,000.00 - 321,000.00 USD Annual