Area Vice President, Major Account Sales
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Job Description
Area Vice President driving major-account revenue for Calix, whose Calix One platform helps broadband providers simplify operations and grow. Leading strategic sales, complex deals, and a high-performing enterprise sales organization.
Responsibilities:
- Own and deliver revenue targets, bookings, and pipeline growth across assigned markets
- Develop and execute strategic sales plans aligned with company objectives
- Build and expand relationships with Tier 1 accounts
- Lead complex deal strategies and negotiations for large, multi-year opportunities
- Identify whitespace and expansion opportunities within the existing customer base
- Define go-to-market strategies, including segmentation, territory planning, and account coverage
- Drive disciplined pipeline management, forecasting accuracy, and sales process rigor
- Recruit, lead, and develop a high-performing team of sales leaders and account executives
- Establish performance expectations and coaching frameworks
- Foster accountability, collaboration, and continuous improvement
- Partner with Marketing, Product, Customer Success, and Finance on growth initiatives
- Provide market feedback to inform product strategy and innovation
- Implement metrics, dashboards, and KPIs to monitor performance and drive decisions
- Optimize sales processes, tools, and systems to improve efficiency and scale
Requirements:
- 12+ years of progressive sales experience, including 5+ years in senior sales leadership roles
- 5+ years of experience selling to T-Mobile
- Strong relationships with key decision makers in T-Fiber, IT, Technology, and Product organizations
- Proven track record of exceeding revenue targets in enterprise or major account sales
- Experience leading teams selling complex, solutions-based offerings such as SaaS, telecom, cloud, or AI
- Demonstrated success managing large, strategic accounts and long sales cycles
- Strong leadership, coaching, and team-building capabilities
- Excellent executive communication, negotiation, and relationship management skills
- Data-driven mindset with experience in forecasting, pipeline management, and CRM systems
- Experience selling into broadband service providers, telecom, or technology ecosystems preferred
- Background in scaling sales organizations during periods of high growth preferred
- Familiarity with subscription or recurring revenue business models preferred
- MBA or equivalent advanced degree preferred
Benefits:
- Benefits are available; details are provided via the employer's benefits link
- Remote work arrangement
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