Regional Vice President, MSP Channel Sales

About the role

The Calix platform enables Communication Service Providers (CSPs) of all sizes to transform and future-proof their businesses. Through real-time data, automation, and actionable insights delivered via Calix One - our cloud-first, AI-powered platform - CSPs can simplify operations, collapse cost, and accelerate innovation.

Calix One brings together the automation of everything and the experience of one, empowering customers to deliver differentiated subscriber experiences while driving acquisition, loyalty, and revenue growth. This is the Calix mission: to enable CSPs of all sizes to simplify, innovate, and grow, strengthening both their businesses and the communities they serve.

We're at the forefront of a once in a generational change in the broadband industry. Join us as we innovate, help our customers reach their potential, and connect underserved communities with unrivaled digital experiences.

The Opportunity

We are seeking an accomplished, results-driven Regional Vice President to lead a team of Channel Account Managers responsible for accelerating growth through Managed Service Provider (MSP) partners. This leader will lead regional revenue performance, MSP partner expansion, sales execution, and talent development while building a scalable, high-performing "sell-with" motion for the Calix portfolio.

The Regional Vice President will build senior relationships with priority MSPs, translate the broader MSP channel strategy into focused regional plans, and lead the team in delivering measurable partner and customer outcomes.

Key Responsibilities

• Regional Leadership and Revenue Ownership: Develop and execute the regional business plan aligned with the broader MSP channel strategy. Establish priorities and operating rhythms, and deliver revenue, growth, pipeline, retention, and MSP-performance objectives.
• Team Leadership and Talent Development: Recruit, lead, coach, and retain a high-performing team of Channel Account Managers. Set clear expectations, conduct regular performance reviews, create development plans, and build succession strength.
• MSP Growth Execution: Segment and prioritize the regional MSP portfolio, identify whitespace and acquisition opportunities, and allocate resources to maximize growth across strategic, emerging, and underpenetrated MSP accounts.
• Sales Execution: Establish disciplined account planning, opportunity management, and sell-with execution. Ensure the team helps MSPs identify, qualify, and accelerate opportunities across the full Calix portfolio.
• Senior Partner Engagement: Build trusted relationships with senior MSP stakeholders and support priority partnerships, joint business plans, escalations, and strategic customer opportunities.
• Forecasting and Operating Cadence: Maintain forecast accuracy and pipeline quality through consistent inspection, coaching, and regional business reviews. Translate performance data into corrective actions and growth initiatives.
• Partner Enablement: Ensure MSPs have sales knowledge, technical resources, competitive positioning, and go-to-market support needed to create demand and win business.
• Cross-Functional Collaboration: Partner with Marketing, Product, Customer Success, Enablement, Finance, Operations, and other sales teams to remove barriers, coordinate investments, and deliver consistent partner experience.
• Market and Competitive Insight: Gather and synthesize partner feedback, customer needs, competitive activity, and market trends to inform regional priorities and provide input into the broader channel strategy.
• Performance Management: Define and monitor leading and lagging indicators, recognize strong performance, address gaps promptly, and foster a culture of accountability, collaboration, and continuous improvement.
• Travel: Ability to travel approximately 40-60% for partner meetings, customer engagements, industry events, field coaching, and internal meetings.

Qualifications

• Bachelor's degree in business, Marketing, or a related field, or equivalent practical experience.
• 10+ years of progressive sales, channel, or partner-management experience in the technology, broadband, networking, or MSP industry.
• 5+ years of successful people-leadership experience, including leading geographically dispersed quota-carrying teams.
• Demonstrated success leading teams to deliver regional revenue growth, build predictable pipeline, improve forecast accuracy, and execute partner/msp-led sales motions.
• Strong understanding of MSP business models, partner economics, recurring-revenue strategies, and sell-with go-to-market execution.
• Executive presence and the ability to influence partner leaders, customers, and internal stakeholders across functions and levels.
• Proven ability to coach complex sales strategy, inspect execution, manage performance, and develop high-potential talent.
• Strong business and financial acumen, with the ability to convert data and market insight into clear priorities that inform strategic decisions.
• Excellent communication, presentation, negotiation, and problem-solving skills.
• Proficiency with CRM and sales-management tools, including Salesforce and Microsoft Office applications.

Measures of Success

• Regional revenue, bookings, and year-over-year growth attainment.
• Pipeline coverage, opportunity progression, and forecast accuracy.
• Growth in productive MSP partners and expansion across the Calix portfolio.
• Quality and execution of joint business plans with priority partners.
• Team quota attainment, productivity, engagement, retention, and talent development.
• MSP satisfaction and effective resolution of strategic issues.

Leadership Profile

• The successful candidate is a strategic, hands-on leader who can set direction and stay close to execution. They create clarity, coach with rigor, make data-informed decisions, and earn trust with partners and employees. They combine a growth mindset with operational discipline and model high standards of integrity, accountability, collaboration, and customer focus.

Location

• This is a remote-based position that can be located anywhere in the United States.

#LI-Remote

Pay and benefits

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: 336,000 - 538,000 USD Annual
• Select US Metros and States: 292,000 - 467,000 USD Annual
• Other US Locations: 263,000 - 421,000 USD Annual

For information on our benefits