Key Account Manager DT Germany

Job Opportunity At Calix

Calix provides the cloud, software platforms, systems and services required for communications service providers to simplify their businesses, excite their subscribers and grow their value.

Responsibilities And Duties :

• Lead a cross functional team responsible for the customer relationship and account strategy
• Manage the account against KPIs and metrics as defined by the organization
• Develop the account strategy to penetrate the account in multi domains
• Define strategy to penetrate and grow the account in Access, customer prem, managed services, customer support and marketing aligning to Calix portfolio
• Establish strong working relationships and build Calix brand across all levels and all functions in the account

Qualifications :

o 10+ years in quota carrying technology sales to large Tier1 Broadband Service Providers

o Established history of closing large complex value-based deals and demonstrating ownership of all aspects of the deal

o Deep experience building and orchestrating an account strategy focused on complex value-based selling including orchestration of the team and executives in an optimized manner.

o Proven competency selling in a structured methodology (MEDDIC / TAS, BANT etc) which drives success in the account

o A clear ability to articulate a deep understanding of the client's business, their strategic objectives and how to convert into opportunity for Calix

o Experience managing the sales cycle from champion to C-Level

o Evangelization and promotion of the Calix Platform vision.

o Developing strong relationships and acting as the trusted advisor to our customers with the ability to be impactful and influential

o Ensuring Calix are well positioned across the organsiation, and clients are aligned to our strategy and the full suite of Calix solutions.

o Competing for and winning new business, growing revenue, locking out competition, growing qualified pipeline

o Continuously growing professional and technical knowledge by attending educational workshops, reviewing professional publications and other content, establishing personal networks, benchmarking best practices, and participating in professional and industry organizations

o Track record of overachieving in similar domain

o A broad spectrum of knowledge in Access networks (PON), Cloud and premise systems, incl WiFi, TR-69 and Customer experience management in the Broadband domain

o Experience coordinating and orchestrating a matrixed team

o Strong customer- facing and relationship management skills, with appropriate negotiation and the ability to impact and influence outcomes in the account

o Demonstrable wide and deep working relationships across all levels and all functions within the customer organization

o Strong communication, presentation and negotiation skills

o Travel is required (50%)

o Strong IT skills in SFDC, Microsoft, PowerBI etc.

o Must have a valid Driver's License