The Account Executive is responsible for driving growth of Calix products in the SMB market in Canada, building relationships, managing complex sales cycles, and collaborating with the regional sales teams. The role requires developing effective territory plans and presenting solutions effectively to clients, along with handling pricing and contract negotiations.
Our Regionals Sales Team is expanding, and we are looking for an Account Executive to drive activity in our regional customers and prospects in Canada.
The Regional Account Executive (RAE) is responsible for driving the growth of Calix products and solutions in the Broadband Service provider space. They will drive growth through new prospects and an established client base. The RAE will also be responsible for working within the regional sales team in joint sales efforts that support overall territory growth. This is a remote-based sales position with up to 30% travel in conjunction with trade shows/events or onsite client and prospect meetings and presentations.
Responsibilities and Duties:
- Develop and maintain existing account and prospect account relationships developing contacts at the executive and operational levels.
- Manage the complete and complex sales cycle, winning new accounts, and ensuring that Calix stays positively positioned within existing accounts by growing revenue, locking out competition and uncovering new opportunities.
- Handle or facilitate both pricing and contract negotiations.
- Effectively deliver compelling presentations, in person and virtually, aligning Calix solutions to business needs of a respective customer or prospect.
- Develop and execute effective territory and account plans that grow Calix market share and the adoption of Calix solutions in alignment and coordination with the larger territory and regional plan.
- Responsible for in-depth knowledge of territory, identifying existing SMB target market businesses and early identification of new entrants to the market.
- Target and engage prospects within assigned territory.
- Collaborate within a matrix sales team aligned with the assigned territory and region.
- Represent Calix in trade shows, conferences and other events as required speaking to and delivering the Calix value statement.
- Expected travel <30%
Qualifications:
- History of over-achieving quota in past sales positions.
- Experience working in virtual teams, with local sales account teams, solutions engineers, customer success and overlay sales teams to manage sales cycles from business champion to CEO/CFO/GM level.
- Experience working with Channel partners, Value Added Resellers, and external Industry Consultants.
- Demonstrated solution and consultative selling experience.
- Passion for learning innovative solutions and technologies and leveraging those learnings to position Calix for success.
- Able to learn the business of our customers, their go-to-market best practices and then align with the Calix value proposition.
- Embody a foundational business acumen, understanding business structure, how they make money and able to articulate solution impact and return on investment.
- Able to build and deliver professional, compelling presentations both in person and virtually.
- Technical aptitude and understanding of technical solutions hardware and cloud software.
- Competitive, cooperative, collaborative and works well with internal and external customers.
Experience:
- 5+ years of sales quota overperformance within software/cloud/technology sales.
- Experience selling technology/cloud/software solutions and platforms along with business solutions.
- Experience utilizing CRM and other sales tools to document and execute sales efforts.
- Understanding and passion for solutions such as social media platforms, marketing innovation, and internet of things.
- Proficiency in sales methodologies such as SPIN selling, Karrass negotiation training, and salesforce.com.
Education:
- Bachelor's degree preferred.
Location:
- Remote-based position located in Canada.
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Top Skills
Cloud Software
CRM
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