Subscriber Solutions Manager, Managed Business

Calix; San Jose (CA); On-site; USD 144,000 - 276,000; Full time

Job summary

Calix in California is hiring a Subscriber Solutions Manager, Managed Business, to lead customer-facing sales and solution engagement with an initial emphasis on MSPs. You will develop account strategies, map stakeholders, and connect cloud, software, network, automation, and analytics to business outcomes.

The role requires 5+ years in sales or related client-facing roles, proven MSP experience, and the ability to translate technical capabilities into executive value.

Qualifications

• 5+ years in customer-facing sales or related roles in managed services, SaaS, networking, cloud.
• Experience selling to MSPs or MSP ecosystems.
• Ability to translate technical capabilities into business value for executives.
• Experience leading complex multi-stakeholder sales cycles.
• Familiarity with managed Wi-Fi, cloud-managed networking, automation, analytics.

Responsibilities

• Build and advance a qualified pipeline of MSP opportunities with hospitality and managed-property focus.
• Lead deep discovery across MSP business models, technology stacks, workflows, and growth objectives.
• Develop account and opportunity strategies for high-priority MSPs with ROI narratives and mutual action plans.
• Position Calix as a strategic managed-platform partner by linking cloud, software, network, automation, analytics to outcomes.
• Use SmartMDU as a foundation for connecting current opportunities to the broader managed business vision.
• Collaborate with Sales, Sales Engineering, Customer Success, Product, Marketing, Operations, and Partners.
• Engage executives and industry participants to build credibility and ecosystem relationships.
• Capture market feedback to inform roadmap and launch-readiness decisions.
• Create repeatable sales plays, qualification criteria, and enablement assets to scale the managed business motion.
• Achieve and exceed quarterly and annual revenue, pipeline, and adoption objectives.

Skills

Customer-facing sales

Solution selling

Business development

Strategic account management

Executive communication

Travel readiness

Job description

Calix is building a new business model with a strategic growth initiative focused on secure, high-performance network experiences for managed environments. This new business model expands beyond the traditional broadband service provider motion to include Managed Service Providers (MSPs), Managed Security Service Providers (MSSPs), property and site operators. It brings together new industry targets, solutions, commercial strategies, partner relationships, and go-to-market motions.
The Subscriber Solutions Manager (SSM), Managed Business will lead customer-facing sales and solution engagement with an initial emphasis on MSPs. SmartMDU, Calix's cloud-managed platform for delivering secure, multi-tenant connectivity, operational automation, and digital experiences across managed properties, represents the first offering for the new business model.
SmartMDU establishes Calix's initial presence in this market while providing valuable customer insights, operational learnings, and go-to-market validation. It is the first in a planned portfolio of purpose-built platforms, software solutions, and appliances designed to help managed service providers deliver differentiated experiences and outcomes within complex managed environments.
This role will help customers realize value from today's solutions while influencing the evolution and expansion of Calix's next generation of managed business offerings.
This role blends consultative selling, technical fluency, market development, and value-based engagement. The successful candidate will uncover customer business requirements, shape repeatable go-to-market motions, develop trusted executive relationships, and translate Calix capabilities into measurable operational, guest, property, and financial outcomes.

Responsibilities & Duties

• Build and advance a qualified pipeline of MSP opportunities, with particular attention to providers serving or expanding into hospitality and other managed-property verticals.
• Lead deep discovery across MSP business models, target industries, technology stacks, operational workflows, partner ecosystems, commercial requirements, and growth objectives.
• Develop account and opportunity strategies for high-priority MSPs, including stakeholder maps, shared success criteria, trial or proof-of-value plans, ROI narratives, and mutual action plans.
• Position Calix as a strategic managed-platform partner by connecting cloud, software, network, automation, analytics, and managed-service capabilities to customer business outcomes.
• Use SmartMDU as a foundational proof point while helping customers and internal teams connect current MDU opportunities to the broader managed business vision.
• Bring hospitality-market context into customer engagement, including the operating priorities of hotel owners, operators, management companies, technology partners, and hospitality-focused MSPs.
• Partner with Sales, Sales Engineering, Customer Success, Product, Marketing, Operations, and Partner teams to support technical evaluations, solution demonstrations, commercial alignment, onboarding, and early deployments.
• Build credibility through executive engagement, industry participation, thought leadership, and relationships with MSPs, consultants, systems integrators, property-technology providers, and other ecosystem influencers.
• Capture structured market feedback on customer requirements, integrations, commercial models, and partner-program needs to inform roadmap and launch-readiness decisions.
• Create repeatable sales plays, qualification criteria, enablement assets, and best practices that help Calix scale the managed business motion across customer segments and future verticals.
• Achieve and exceed quarterly and annual revenue, pipeline, customer acquisition, and adoption objectives.

Requirements

• 5+ years of success in customer-facing sales, solution sales, business development, solution consulting, sales engineering, or strategic account roles within managed services, SaaS, networking, cloud, telecom, or adjacent technology markets.
• Demonstrated experience selling to, through, or alongside MSPs, with a working understanding of MSP economics, partner motions, service delivery, recurring-revenue models, and customer lifecycle requirements.
• Proven ability to translate technical capabilities into business value for executive, commercial, operational, and technical stakeholders.
• Experience leading complex discovery and coordinating multi-stakeholder sales cycles from initial qualification through evaluation, agreement, onboarding, and expansion.
• Familiarity with managed Wi-Fi, cloud-managed networking, secure connectivity, network operations, automation, analytics, or integrated hardware, software, and services solutions.
• Strong consultative-selling, presentation, facilitation, negotiation, and executive communication skills.
• Ability to operate effectively in an emerging business where priorities, products, processes, and external positioning will continue to evolve.
• Owner mindset, sound judgment, and the ability to create structure, build cross-functional alignment, and move initiatives forward with accountability.
• Willingness to travel up to 40%, with a valid driver’s license and readiness for international travel as needed.

Preferred Experience

• Priority will be given to candidates with direct hospitality sales experience.
• Relevant backgrounds may include selling managed connectivity, Wi-Fi, cloud, SaaS, property technology, guest-experience platforms, or related solutions to hotel ownership groups, hotel management companies, resorts, extended-stay operators, hospitality-focused MSPs, or systems integrators.
• Understanding of hospitality operating models, buying centers, brand and property-level stakeholders, guest-experience priorities, and multi-property technology deployments.
• Experience with property management system integrations, guest onboarding workflows, branded digital experiences, multi-property management, or hospitality analytics.
• Established relationships within the MSP, hospitality technology, hotel ownership, hotel management, consulting, or systems-integration ecosystem.
• Experience in adjacent managed environments such as multifamily housing, student housing, senior living, venues, campuses, or professional A/V.
• Background launching a new market, category, partner program, solution, or go-to-market motion.

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.

San Francisco Bay Area

184,000 - 276,000 USD Annual

Select US Metros And States

160,000 - 240,000 USD Annual

Other US Locations:

144,000 - 216,000 USD Annual

For information on our benefits click here.