About the role

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

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