RVP, Sales - Global Service Providers (Germany)

This a remote-based role located in the Germany preferably in the Dusseldorf – Bonn area.

With over $2B of R&D in our 3rd generation platform, we are expanding our Global Service Provider Sales Team and are looking for a RVP who will be responsible for developing new business with Global Service providers and associated accounts. This individual will develop the accounts while ushering the resources of a first-rate team of cloud solution specialists, sales engineers, engineering and marketing professionals to expand our next generation software (SaaS) portfolio along with our leading-edge access and premise solutions.

Responsibilities and Duties:

• Develop new relationships and business in the respective region you are based in

• Manage account as a business to increase market share and ensure profitability

• Develop strategies to ensure Calix products and services are being utilized by the customer across their network to grow their business network access, customer premises, subscriber insights and applications

• Provide market input on product development and price strategies

• Establish strong working relationships across all levels and all functions within the customer's organization

• Collaborate with overlay sales resources to bring subject matter expertise, strategy, and support for customer engagements

• Ability to build a strategic territory, business and account plan and execute against it

Qualifications:

• 15+ years of proven successful relationship and business development in large global service providers

• Used to initially work as a quota carrying self-starter, able to grow a team success based

• Understanding of the technology selection processes in the global service providers in your region, from initial contacts through successful contract execution

• Comfortable with ambiguity, which would be seen as an opportunity to shape the direction of the business development trajectory

• Strong communication, presentation, and negotiation skills

• Strong strategic and business development mindset. Evidence of the ability to deeply understand the client business, and prime objectives, and aligning those with Calix's core capabilities

• Ability to leverage resources internally to achieve results

• Knowledge of the networking technology competitive landscape preferred

• Understanding of service provider business models and GTM models

• In depth understanding of cloud enabled business solutions with a specific focus on Communications Service Providers

• Generalist with preferably a wide breadth of knowledge of optical access networks, cloud and premise systems including wireless gateways

• Knowledge of WiFi technology, concepts and terms preferredFamiliarity with micro-services delivery or container management preferred

• Understanding of Customer Experience Management for broadband service providers

• Knowledge of Telecom and IT standards such as TR-69, TR369, OMCI, GPON, XGSPON preferred

• Track record of over-achieving targets in past positions

• Experience managing the sales cycle from business champion to the C-suite

• Experience managing and closing complex sales-cycles, demonstrating ownership of all aspects of territory management

• Candidates must be competitive, cooperative, collaborative and work well with customers both internal and external

• Strong computer skills, including salesforce.com, Microsoft Word, PowerPoint and Excel

• Expectation to be able to travel as the business requires

Desired Experience:

• Selling experience to Global Service Providers in your region is highly required

• Negotiating and closing large SaaS TCV contracts for managed services

• Previous Sales Methodology training, CRM experience, and strong customer references

• Master’s degree preferred

Locations and language skills:

• We are looking for candidates who are proficient in English and German with preference to live in Dusseldorf – Bonn area.