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Position Summary
Calix is seeking a Solutions Marketing Director to lead positioning, messaging, and solution enablement for the global large communications service provider (aka Tier 1) market across the Calix One platform. This role is responsible for shaping how Calix solutions are positioned, evaluated, and adopted by the largest and most complex providers in the industry, working across access, Wi‑Fi, cloud, managed services, and platform‑level capabilities.
The ideal candidate brings a rare combination of Tier 1 provider experience, technical fluency, and the ability to translate complex capabilities into clear business outcomes for a broad range of stakeholders. This role works closely with Sales, Sales Engineering, Product Management, and Executive Engagement teams to support strategic pursuits, RFPs, and long‑term Tier 1 growth initiatives.
Key Responsibilities
Solution Strategy & Positioning (Tier 1 Focus)
- Own solution‑level positioning and messaging for Calix offerings targeted at Tier 1 providers.
- Develop differentiated solution narratives that connect Calix technical capabilities to Tier 1 business priorities, including scale, operational efficiency, service velocity, platform alignment, and long‑term ROI.
- Serve as the solution marketing lead for Tier 1 pursuits, including strategic account initiatives, executive briefings, and major RFPs.
Persona‑Based Messaging & Storytelling
- Understand and address the full range of Tier 1 decision‑making personas, including Network Engineering, Architecture, Operations, Product, IT/OSS/BSS, Security, Procurement, Finance, and Executive Leadership.
- Translate technical capabilities into business‑focused messaging tailored to each persona’s priorities, constraints, and success metrics.
- Develop executive‑level and technical solution materials that clearly articulate value across audiences including presentations, solution overviews, technical value stories, and RFP response frameworks.
- Work closely with Sales, Strategic Account teams, and Sales Engineering to tailor presentations, solution narratives, and materials for Tier 1 opportunities.
- Support customer‑facing meetings, workshops, and executive briefings as a trusted solution expert.
Technical & Organizational Fluency
- Demonstrate strong technical fluency to engage credibly with Tier 1 Network, Engineering, Architecture, and Product teams, while translating that depth into language that resonates with business and executive stakeholders.
- Understand and reflect how Tier 1 organizations evaluate, integrate, and deploy new solutions, from architecture review and lab validation through deployment and scale and reflect that reality in messaging and materials.
New Product Introduction & Market Feedback
- Play a central role in new product and solution introductions, including:
- Gathering Tier 1 market requirements and customer pain points
- Developing solution positioning and messaging
- Creating sales and marketing collateral
- Enabling field teams through training and readiness activities
- Provide structured feedback from Tier 1 engagements to Product, Marketing, and Leadership teams to inform strategy and investment decisions.
Required Qualifications
- 10+ years of experience in Solutions Marketing, Product Marketing, Technical Marketing, Service Provider Product Management, or a related role.
- Direct experience selling to, marketing to, or working within a Tier 1 service provider, or a major vendor serving Tier 1 providers.
- Strong technical understanding of broadband technologies including access, Wi‑Fi, cloud platforms, and managed services, with the ability to communicate effectively with both technical and business audiences.
- Familiarity with disaggregated broadband architectures, open ecosystems (prioritizing experience with prpl), and managed services business models
- Demonstrated understanding of Tier 1 buying processes, including how solutions are evaluated, selected, integrated, and deployed.
- Proven experience working closely with Sales teams to support complex, high‑value opportunities.
- Exceptional written, verbal, and presentation skills, including experience engaging executive‑level audiences.
Preferred Qualifications
- Prior experience working directly for a Tier 1 service provider in Product, Strategy, or Engineering.
- Experience positioning agentic AI solutions that augment human workflows, address enterprise governance and trust requirements, and deliver measurable operational and workforce outcomes in complex service provider environments.
- Experience driving messaging, positioning and strategy for platform‑based or multi‑solution portfolios in a B2B or telecom environment
Key Competencies
- Solution‑level strategic thinking
- Technical credibility and curiosity
- Executive‑level communication and storytelling
- Cross‑functional collaboration
- Sales partnership and field enablement
Ability to operate effectively in complex, matrixed organizations
The base pay range 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 - 294,400 USD AnnualSelect US Metros and States:
160,000 - 256,000 USD AnnualOther US Locations:
144,000 - 230,400 USD AnnualAs a part of the total compensation package, this role may be eligible for a bonus. For information on our benefits click here.
