• Develop and maintain existing account and prospect account relationships developing contacts at the executive and operational levels. • Manage the complete and complex sales cycle, winning new accounts, and ensuring that Calix stays positively positioned within existing accounts by growing revenue, locking out competition, and uncovering new opportunities. • Handle or facilitate both pricing and contract negotiations. • Effectively deliver compelling presentations, in person and virtually, aligning Calix solutions to the business needs of a respective customer or prospect. • Develop and execute effective territory and account plans that grow Calix market share and the adoption of Calix solutions in alignment and coordination with the larger territory and regional plan. • Responsible for in-depth knowledge of the territory, identifying existing SMB target market businesses, and early identification of new entrants to the market. • Target and engage prospects within the assigned territory. • Collaborate within a matrix sales team aligned with the assigned territory and region. • Represent Calix in trade shows, conferences, and other events as required, speaking to and delivering the Calix value statement.