订阅解决方案经理，托管业务
Subscriber Solutions Manager, Managed Business
Calix正在通过一项战略增长计划，构建一种新的商业模式，专注于为托管环境提供安全、高性能的网络体验。这一新商业模式超越了传统的宽带服务提供商模式，还包括托管服务提供商（MSP）、托管安全服务提供商（MSSP）、物业和场地运营商。它整合了新的行业目标、解决方案、商业策略、合作伙伴关系和市场进入方式。
订阅者解决方案经理（SSM），托管业务将负责面向客户的销售和解决方案参与，初期重点是MSP。SmartMDU是Calix推出的云管理平台，用于在托管物业中提供安全的多租户连接、运营自动化和数字体验，这是新商业模式的首个产品。
SmartMDU确立了Calix在该市场的初步存在，同时提供了宝贵的客户洞察、运营学习和市场进入验证。它是计划中的一个专为特定需求设计的平台、软件解决方案和设备组合的第一步，旨在帮助托管服务提供商在复杂的托管环境中提供差异化的体验和成果。
此职位将帮助客户从当前的解决方案中实现价值，同时影响Calix下一代托管业务产品的演进和扩展。
此职位结合了咨询式销售、技术熟练度、市场开发和基于价值的参与。成功的候选人将发现客户的业务需求，塑造可重复的市场进入方式，建立值得信赖的高管关系，并将Calix的能力转化为可衡量的运营、客户、物业和财务成果。职责与工作内容：
- 建立并推进MSP机会的合格管道，特别关注服务于或扩展至酒店业和其他托管物业垂直领域的提供商。
- 在MSP商业模式、目标行业、技术栈、运营流程、合作伙伴生态系统、商业需求和增长目标方面进行深入的探索。
- 为高优先级的MSP制定账户和机会策略，包括利益相关者地图、共同成功标准、试点或价值验证计划、投资回报叙事和共同行动计划。
- 通过连接云、软件、网络、自动化、分析和托管服务，将Calix定位为战略托管平台合作伙伴。
查看英文原文
Calix is building a new business model with a strategic growth initiative focused on secure, high-performance network experiences for managed environments. This new business model expands beyond the traditional broadband service provider motion to include Managed Service Providers (MSPs), Managed Security Service Providers (MSSPs), property and site operators. It brings together new industry targets, solutions, commercial strategies, partner relationships, and go-to-market motions.
The Subscriber Solutions Manager (SSM), Managed Business will lead customer-facing sales and solution engagement with an initial emphasis on MSPs. SmartMDU, Calix's cloud-managed platform for delivering secure, multi-tenant connectivity, operational automation, and digital experiences across managed properties, represents the first offering for the new business model.
SmartMDU establishes Calix's initial presence in this market while providing valuable customer insights, operational learnings, and go-to-market validation. It is the first in a planned portfolio of purpose-built platforms, software solutions, and appliances designed to help managed service providers deliver differentiated experiences and outcomes within complex managed environments.
This role will help customers realize value from today's solutions while influencing the evolution and expansion of Calix's next generation of managed business offerings.
This role blends consultative selling, technical fluency, market development, and value-based engagement. The successful candidate will uncover customer business requirements, shape repeatable go-to-market motions, develop trusted executive relationships, and translate Calix capabilities into measurable operational, guest, property, and financial outcomes.Responsibilities & Duties:
- Build and advance a qualified pipeline of MSP opportunities, with particular attention to providers serving or expanding into hospitality and other managed-property verticals.
- Lead deep discovery across MSP business models, target industries, technology stacks, operational workflows, partner ecosystems, commercial requirements, and growth objectives.
- Develop account and opportunity strategies for high-priority MSPs, including stakeholder maps, shared success criteria, trial or proof-of-value plans, ROI narratives, and mutual action plans.
- Position Calix as a strategic managed-platform partner by connecting cloud, software, network, automation, analytics, and managed-service capabilities to customer business outcomes.
- Use SmartMDU as a foundational proof point while helping customers and internal teams connect current MDU opportunities to the broader managed business vision.
- Bring hospitality-market context into customer engagement, including the operating priorities of hotel owners, operators, management companies, technology partners, and hospitality-focused MSPs.
- Partner with Sales, Sales Engineering, Customer Success, Product, Marketing, Operations, and Partner teams to support technical evaluations, solution demonstrations, commercial alignment, onboarding, and early deployments.
- Build credibility through executive engagement, industry participation, thought leadership, and relationships with MSPs, consultants, systems integrators, property-technology providers, and other ecosystem influencers.
- Capture structured market feedback on customer requirements, integrations, commercial models, and partner-program needs to inform roadmap and launch-readiness decisions.
- Create repeatable sales plays, qualification criteria, enablement assets, and best practices that help Calix scale the managed business motion across customer segments and future verticals.
- Achieve and exceed quarterly and annual revenue, pipeline, customer acquisition, and adoption objectives.
Requirements:
- 5+ years of success in customer-facing sales, solution sales, business development, solution consulting, sales engineering, or strategic account roles within managed services, SaaS, networking, cloud, telecom, or adjacent technology markets.
- Demonstrated experience selling to, through, or alongside MSPs, with a working understanding of MSP economics, partner motions, service delivery, recurring-revenue models, and customer lifecycle requirements.
- Proven ability to translate technical capabilities into business value for executive, commercial, operational, and technical stakeholders.
- Experience leading complex discovery and coordinating multi-stakeholder sales cycles from initial qualification through evaluation, agreement, onboarding, and expansion.
- Familiarity with managed Wi-Fi, cloud-managed networking, secure connectivity, network operations, automation, analytics, or integrated hardware, software, and services solutions.
- Strong consultative-selling, presentation, facilitation, negotiation, and executive communication skills.
- Ability to operate effectively in an emerging business where priorities, products, processes, and external positioning will continue to evolve.
- Owner mindset, sound judgment, and the ability to create structure, build cross-functional alignment, and move initiatives forward with accountability.
- Willingness to travel up to 40%, with a valid driver’s license and readiness for international travel as needed.
Preferred Experience:
- Priority will be given to candidates with direct hospitality sales experience.
- Relevant backgrounds may include selling managed connectivity, Wi-Fi, cloud, SaaS, property technology, guest-experience platforms, or related solutions to hotel ownership groups, hotel management companies, resorts, extended-stay operators, hospitality-focused MSPs, or systems integrators.
- Understanding of hospitality operating models, buying centers, brand and property-level stakeholders, guest-experience priorities, and multi-property technology deployments.
- Experience with property management system integrations, guest onboarding workflows, branded digital experiences, multi-property management, or hospitality analytics.
- Established relationships within the MSP, hospitality technology, hotel ownership, hotel management, consulting, or systems-integration ecosystem.
- Experience in adjacent managed environments such as multifamily housing, student housing, senior living, venues, campuses, or professional A/V.
- Background launching a new market, category, partner program, solution, or go-to-market motion.
The on-target earnings for this position varies based on the geographic location. More information about the pay range specific to candidate location and other factors will be shared during the recruitment process. Individual pay is determined based on location of residence and multiple factors, including job-related knowledge, skills and experience.
San Francisco Bay Area:
184,000 - 276,000 USD AnnualSelect US Metros and States:
160,000 - 240,000 USD AnnualOther US Locations:
144,000 - 216,000 USD AnnualFor information on our benefits click here.
Originally posted on Himalayas