Subscriber Solutions Manager – Managed Business

This is a fully remote position, open to applicants in United States.

📋 Description

• Develop and enhance a robust pipeline of Managed Service Provider (MSP) opportunities, particularly those catering to or expanding within the hospitality and other managed-property sectors.

• Conduct thorough explorations of MSP business models, target sectors, technology frameworks, operational processes, partner ecosystems, commercial needs, and growth ambitions.

• Formulate account and opportunity strategies, which include stakeholder mappings, success metrics, trial or proof-of-value plans, ROI narratives, and collaborative action plans.

• Establish Calix as a strategic partner for managed platforms by linking cloud, software, networking, automation, analytics, and managed-service capabilities to customer outcomes.

• Utilize SmartMDU as a foundational proof point and relate current MDU opportunities to the larger managed business vision.

• Incorporate hospitality market insights into customer interactions.

• Collaborate with Sales, Sales Engineering, Customer Success, Product, Marketing, Operations, and Partner teams on evaluations, demonstrations, commercial alignment, onboarding, and initial deployments.

• Build credibility through executive engagement, industry involvement, thought leadership, and ecosystem partnerships.

• Gather structured market feedback to guide roadmap and launch-readiness decisions.

• Create replicable sales strategies, qualification standards, enablement resources, and best practices.

• Meet and surpass quarterly and annual targets for revenue, pipeline, customer acquisition, and adoption.

⛳️ Requirements

• A minimum of 5 years of success in customer-facing sales, solution sales, business development, solution consulting, sales engineering, or strategic account positions within managed services, SaaS, networking, cloud, telecom, or related technology sectors.

• Proven experience selling to, through, or in partnership with MSPs.

• Strong understanding of MSP economics, partner dynamics, service delivery, recurring revenue models, and customer lifecycle necessities.

• Capability to translate technical features into business value for executive, commercial, operational, and technical stakeholders.

• Experience in leading intricate discovery processes and managing multi-stakeholder sales cycles from initial qualification to evaluation, agreement, onboarding, and growth.

• Familiarity with managed Wi-Fi, cloud-managed networking, secure connectivity, network operations, automation, analytics, or integrated hardware, software, and service solutions.

• Excellent consultative selling, presentation, facilitation, negotiation, and executive communication abilities.

• Ability to thrive in a developing business environment where priorities, products, processes, and external positioning are subject to change.

• Owner mindset, sound judgment, and the capability to establish structure, foster cross-functional alignment, and advance initiatives with accountability.

• Willingness to travel up to 40% of the time.

• Valid driver's license and readiness for international travel as necessary.

• Preferred: direct experience in hospitality sales.

• Relevant backgrounds may include managed connectivity, Wi-Fi, cloud, SaaS, property technology, guest-experience platforms, or similar solution sales.

• Understanding of hospitality operating models, purchasing centers, brand and property-level stakeholders, guest-experience priorities, and multi-property technology implementations.

• Experience with property management system integrations, guest onboarding processes, branded digital experiences, multi-property management, or hospitality analytics.

• Established connections within the MSP, hospitality technology, hotel ownership, hotel management, consulting, or systems integration ecosystems.

• Experience in related managed environments such as multifamily housing, student housing, senior living, venues, campuses, or professional A/V.

• Background in launching new markets, categories, partner programs, solutions, or go-to-market strategies.

🏝️ Benefits

• Benefits information provided via employer benefits link.