Senior Manager, Sales Engineering - Tier 1 Accounts

Calix; United States; Remote; USD 196,000 - 375,000; Full time

Job summary

A leading technology firm is seeking a Senior Manager for Sales Engineering to drive revenue with Tier 1 Accounts. This role will oversee a virtual team, implement effective sales methodologies, and enhance collaboration with sales leadership. Key responsibilities include cultivating solutions, managing client relationships, and providing strategic insights to improve sales outcomes.

Qualifications

• 10 - 15 years experience in the networking industry, preferably in sales.
• 2 – 5 years proven team leadership experience in technical and solutions selling.
• Proven track record in managing complex sales processes with Tier 1 Operators.

Responsibilities

• Recruit and develop a Solutions Engineering team.
• Help evolve a distinctive organization and deliver results.
• Manage reporting functions and contribute to engineering projects.

Skills

Results-oriented mindset

Stakeholder management

Problem solving

Sales and solutions engineering

Strategic relationship building

Holistic business process view

Job description

This is a remote-based position located in any major city in the Central United States.

Our team is growing and we’re looking for a Senior Manager, Sales Engineering who will be in an important player in driving revenue for Calix’s Tier 1 Accounts sales opportunities while partnering with and supporting the Tier 1 Accounts Field Sales Team.

This role will be an important player in eliciting the Calix value chain through the implementation, coaching and measurement of a consultative and outcome-based sales methodology, to better serve the field sales team in selling value-based solutions.

This role will be responsible for the management and development of a virtual team, while working with sales leadership and sales enablement in creating and delivering sales materials and training with intent to shorten sales cycles, increase close rate and improve product penetration rates through a structured solution-selling methodology. This methodology will include business challenges, technical content and consultative analysis in support of the Calix solution set within our named account customers.

The Senior Manager, Sales Engineering will also coordinate with the broader sales and support organization, including the Product and Architecture teams to foster sales and operational readiness for all new and existing services, and develop playbooks for standard sales, solution review, turnover, implementation, and steady state for sold offerings.

This role will be charged with remaining current on all major industry trends related to BSP’s. He/she will be responsible for articulating (both internally and externally), the features, values, and benefits of a Calix solution.

The Team Lead will also be engaged in specific solution opportunities, both to improve the methodology, train the Sales and Solutions teams, and to increase business close rates. Based upon client feedback, this role will provide a feedback loop on services feature/functionality back to the Product Team.

The successful candidate will also act as the contact point for Sales opportunities outside of productized offerings, evaluating them for business fit, operational readiness, cost of operation, and market segmentation.

Responsibilities and Duties:

• Recruit, cultivate, excite, and retain an outstanding named account Solutions Engineering team.
• Help to evolve a unique and distinctive organization and share the strategic vision in order to deliver outstanding results.
• Solicit and dissect client requirements and craft complex solutions that utilize services, Cloud and traditional Calix services as dictated by the client need.
• Develop and maintain a positive working relationship with the sales teams.
• Manage, develop and provide senior level contributions in special engineering and technology projects, as needed.
• Manage general individual and team reporting functions, as required.

Qualifications:

• Uniquely talented and highly intelligent with a results-oriented mindset.
• Significant experience in selling to the specific requirements within a Tier 1 Operator; including managing multiple stakeholders and a complex and lengthy sales process.
• 10 - 15 years experience in the networking industry, which has been gained from consumer-facing roles in marketing and sales, and/or solutions engineering.
• 2 – 5 years proven team leadership experience in technical and solutions selling.
• Proven track record of establishing and solidifying strategic relationships with key customers and partners, while representing suites of complex services and solutions.
• Significant experience in the background of networking and the BSP industry, technology and topology.
• Ability to take a holistic and strategic view of the business process, leveraging a deep understanding of end-to-end business models and sales.
• Self-starter with a reputation for being an effective change agent.
• Tenacious work ethic, doing “whatever it takes” with resolve, integrity and an appropriate sense of urgency to meet deadlines and get the job done.

Location:

• This is a remote-based position in the Central 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:

250,000.00 - 375,000.00 USD Annual

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

218,000.00 - 327,000.00 USD Annual

Regional plus NY:

196,000.00 - 294,000.00 USD Annual