Senior Commercial Solutions Manager
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Job Description
Senior Commercial Solutions Manager building financially based value propositions for Calix, a cloud and software provider for communications service providers. Advising Sales on deal strategy, pricing, business cases, and commercial models across US and Canadian markets.
Responsibilities:
- Work with sales and marketing teams to position Calix value in the MDU / MSP market segments
- Assist in driving commercial models aligned with market requirements
- Develop mastery of Calix Access Network Models and Software License business value propositions
- Consult with Sales throughout the opportunity engagement process
- Identify information needed for value creation and build customer-facing business cases
- Enable and ramp a new and growing Sales Team
- Manage consistent pricing structures through direct sales and strategic channel partners
- Serve as a Trusted Advisor to Sales and provide deal intelligence
- Facilitate reviews, escalations, and approvals for exceptions
- Help ensure Sales are selling the right value propositions according to rules of engagement
- Identify trends and opportunities for continuous process improvement
- Collaborate with cross-functional teams to lead process efficiencies
- Build relationships with stakeholders in Sales, Marketing, Finance, Sales Operations, and Legal
- Present deal economics to the Business Opportunity Review for executive approval
Requirements:
- Minimum 10 years’ experience in financial analysis, business modeling, and Return on Investment studies
- Bachelor’s degree in finance, mathematics, or a technical field or comparable work experience required
- MBA preferred
- Strong written and verbal communication skills
- Ability to build meaningful and influential relationships with a broad range of stakeholders
- Detail oriented with ability to analyze and interpret data and apply sound judgment
- Results-focused mindset to drive best practices
- Ability to work well within a team in a rapidly growing business
- Strong business acumen, including understanding business issues, methodology for positioning solutions, and overcoming obstacles effectively
- Deep knowledge of bringing value-added solutions to market
- Strong problem-solving skills and ability to translate complex needs into appropriate solutions
- Effective internal and external stakeholder management
- Flexibility, adaptability, and ability to react quickly to opportunities
- Advanced Excel and data manipulation skills
- Experience in the MDU / MSP market segments preferred
- Deal escalation and customer negotiation experience highly desired
Benefits:
- Bonus eligibility as part of the total compensation package
- Benefits package (details provided via Calix benefits link)
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