Competitive and Market Intelligence Manager

This is a fully remote position, open to applicants in United States, +1 more country.

📋 Description

• Act as the main advisor for competitive intelligence within the Calix sales team.

• Create competitive sales strategies, key messaging, objection handling techniques, differentiation models, and tailored win strategies for specific deals.

• Collaborate with account teams on key opportunities to enhance win rates.

• Recognize competitive threats, market changes, and emerging trends in the industry, communicating their business implications.

• Streamline content delivery to the field and monitor usage and success metrics.

• Lead and refine Calix's competitive Win/Loss program.

• Collect, evaluate, and report on competitive outcomes, including victories, losses, undecided cases, and competitive displacements.

• Convert Win/Loss insights into actionable recommendations for sales execution, product strategy, messaging, and market effectiveness.

• Keep track of competitor products, pricing, partnerships, acquisitions, market strategies, and industry changes.

• Perform research on markets, customers, competitors, and opportunities.

• Distill information into succinct, executive-ready recommendations.

• Develop and maintain battlecards, competitive briefs, executive summaries, opportunity guides, and sales playbooks.

• Design and conduct training for sales personnel, sales engineers, and customer-facing teams.

• Work alongside Sales Enablement for onboarding and continuous education.

• Foster partnerships across Sales, Product Management, Product Marketing, Customer Success, and Executive Leadership.

• Establish scalable processes for collecting, analyzing, and sharing market intelligence.

• Promote a culture of distinct value and positive business outcomes.

⛳️ Requirements

• Over 8 years of experience in Market Intelligence, Competitive Intelligence, Sales Strategy, Corporate Strategy, Product Management, or a related field.

• Deep understanding of technology markets, including telecommunications, networking, broadband, SaaS, or cloud-based solutions.

• Strong financial insight and knowledge of business impact analysis.

• Outstanding written, verbal, presentation, and facilitation skills.

• Proven experience in developing competitive positioning, sales messaging, and content for field enablement.

• Excellent stakeholder management and influencing abilities.

• Capacity to collaborate across functions and foster alignment without direct authority.

• Preferred: experience in supporting direct and channel sales organizations.

• Preferred: experience in leading or assisting formal Win/Loss programs.

• Preferred: experience conducting customer interviews, opportunity assessments, competitive deal analyses, and sales feedback sessions.

• Preferred: familiarity with broadband, managed Wi-Fi, subscriber experience platforms, cloud services, or related technology markets.

• Preferred: experience utilizing AI, automation, and intelligence platforms to scale competitive initiatives.

🏝️ Benefits

• Eligibility for bonuses.

• Comprehensive benefits package (details available in employer benefits information).