Regional Account Executive - Georgia

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 <40%

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:

• Bachelors degree preferred.

Location:

• The preferred location is for someone who lives in Georgia or close proximity to Georgia.

## LI-Remote

The preferred location is for someone who lives in Georgia or close proximity to Georgia.