Senior Sales Engineer – Major Accounts

Calix is looking for a dynamic self-starter to join our Major Accounts Team as a Sales Engineer.
The Sales Engineer will work with Tier-1/2 Broadband Service Providers. Responsibilities include pre-sales activities, solution design, pricing, and integration support to ensure successful post-sales adoption.
As a Sales Engineer on Major Accounts you will engage in technical discussions and translate these concepts into simple terms for senior management. The ideal candidate can convey the Calix value chain effectively and consultatively.
The Sales Engineer is essential in building customer relationships and influencing their decisions. You will demonstrate Calix’s product capabilities and support lab and field trials.
The ideal candidate has a strong technical background with Residential and Small-Medium Business Gateways and/or Enterprise wireless network controllers, including their architecture, functionality, and key components.
Additional knowledge base should include a working understanding of PON technologies, Layer 2 and Layer 3 networking, and in-depth knowledge of the Broadband Service Provider space, including OSS/BSS systems automation and integration.

Responsibilities and Duties:

• Drive incremental revenue by establishing long-term trusted relationships with assigned major accounts
• Architect designs leveraging the breadth of Calix’s network and Cloud solutions portfolio utilizing a consultative selling approach identifying client business issues and needs to determine client desired outcomes
• Brand ambassador for Calix; Thought leader and influencer of Calix solutions while also staying current with external technologies and trends. Leverage this expertise to the benefit of both our clients and internal teams
• Partner closely with Sales to deliver technical sales-oriented presentations to customer's technical staff and senior management
• Assist in the preparation and response to requests for information (RFI) and requests for proposal (RFP)
• Assist customers in configuration and testing of Calix hardware and software platforms in lab, field trials and production networks, while guiding customers on technical best practices
• Travel expectations: In region travel up to 50% on average required to support customer engagements

Ideal Candidate Profile

• Uniquely talented and highly intelligent individual with a results-oriented mindset
• Self-starter with a proven history of being an effective change agent
• Tenacious work ethic, doing “whatever it takes” with resolve, integrity, and an appropriate sense of urgency to meet deadlines and get the job done
• Strong interpersonal skills, a proven track record of synthesizing and interpreting complex issues into solutions and the ability to effectively work with multiple audiences and levels across organizations
• Demonstratable ability to establish and solidify strategic relationships with key customers
• Excellent presentation, written communication, and public speaking skills at all levels
• BSEE/BSCS desired
• Strong technical familiarity with Layer 2 and Layer 3 Broadband Access network architectures
• Familiarity with emerging technologies and trends in the industry, such as cloud-based solutions (SaaS) and software-defined networking (SDN)
• Knowledge of Fiber and Copper-based L2 Access systems
• Understanding of broadband provider operations, systems, challenges, and objectives
• Knowledge of common broadband data protocols (Ethernet, IP, BGP, OSFP, ISIS, SR, Netconf, IPFIX, CWMP, USP), transport functions (L2/3 VPN) and subscriber authentication solutions (Radius, BNG) preferred
• Knowledge of broadband access network technologies (XGS-PON, GPON, NGPON2, DOCSIS, xDSL, G.Fast, G.hn)
• Knowledge of modern Wi-Fi networking (Wi-Fi6, Wi-Fi6E, Wi-Fi7) and fundamentals of good wireless network design
• Ability to troubleshoot complex issues related to L2/L3 deployment architectures and methodologies
• Experience partnering with cross-functional teams on continuous improvement in product, education and training, testing methods, and demos
• Experience with Open Access or similar network wholesale / retail business models
• Working understanding of systems integration concepts and technologies such as RESTful APIs, JSON

Compensation will vary based on geographical location (see below) within the United States. Individual pay is determined by the candidate's location of residence and multiple factors, including job-related skills, experience, and education.

For more information on our benefits click here.

There are different ranges applied to specific locations. The average base pay range (or OTE range for sales) in the U.S. for the position is listed below.

San Francisco Bay Area Only:

191,000.00 - 287,000.00 USD Annual

National Major Cities plus, CA, CO, NY Metro area:

166,000.00 - 249,000.00 USD Annual

Regional plus NY:

150,000.00 - 225,000.00 USD Annual