The Calix platform enables providers of communication service of all sizes to transform and future-proof their businesses. Through real-time data, automation, and actionable insights delivered via our cloud-first, AI-powered platform - providers can simplify operations, collapse cost, and accelerate innovation. Calix brings together the automation of everything and the experience of one, empowering customers to deliver differentiated experiences with simplicity and scale to help them with a winning edge in the market where they compete.
We're at the forefront of a once in a generational change in the communication industry. Join us as we innovate, help our customers reach their potential and thrive in this new world.
Competitive and Market Intelligence Manager
Calix is seeking a highly motivated Competitive and Market Intelligence Manager to serve as the primary competitive intelligence partner to the sales organization. This highly visible, high-impact role is responsible for transforming competitive, market, and customer insights into actionable sales strategies that improve competitive win rates and accelerate revenue growth.
As the face of Market Intelligence for Sales, this individual will act as the critical link between market intelligence and sales execution. The successful candidate will partner closely with Sales Leadership, Product Management, Product Marketing, Customer Success, and Executive Leadership to help Calix anticipate competitive threats, identify market opportunities, and win against key competitors.
A key objective this role serves as the voice of the field into the company while providing a feedback loop actionable positioning and battlecard back out to the field and tracking success. The successful candidate will own Calix's competitive Win/Loss program, provide strategic guidance on key opportunities, and ensure competitive insights are translated into actions that improve sales effectiveness and business outcomes.
Key Responsibilities
Sales-Facing Competitive Positioning Strategy
- Serve as the primary competitive intelligence advisor to the Calix sales organization.
- Develop competitive sales plays, talking points, objection handling guidance, differentiation frameworks, and deal-specific win strategies.
- Partner with account teams on strategic opportunities and provide actionable recommendations that improve win rates.
- Identify competitive threats, market shifts, and emerging industry trends and communicate business implications to sales leadership.
- Help shape sales strategies that strengthen Calix's competitive position and accelerate growth.
- Automate timely content delivery to the field at the point of need, track usage and success metrics for impact and improvement.
Win/Loss Program Leadership
- Own and evolve Calix's competitive Win/Loss program.
- Develop and implement a systematic process for capturing, analyzing, and communicating competitive outcomes.
- Partner with Sales, Product Management, Product Marketing, and Customer Success to identify the root causes of wins, losses, no-decisions, and competitive displacements.
- Translate Win/Loss findings into actionable recommendations that improve sales execution, product strategy, messaging, and go-to-market effectiveness.
- Measure and communicate competitive performance against key competitors and market segments.
- Identify recurring competitive strengths, weaknesses, objections, and buying criteria that influence purchasing decisions.
Competitive Intelligence & Market Analysis
- Monitor competitor products, pricing, partnerships, acquisitions, go-to-market strategies, and industry developments.
- Conduct market, customer, competitor, and opportunity research to uncover actionable insights.
- Analyze information from multiple sources and synthesize findings into concise, executive-ready recommendations.
- Deliver intelligence that influences sales strategy, product direction, and business planning.
Sales Enablement & Training
- Create and maintain battlecards, competitive briefs, executive updates, opportunity guides, and sales playbooks through a seamless delivery anticipating then needs before requested.
- Design and facilitate engaging training sessions for sales teams, sales engineers, and customer-facing teams.
- Enable the field to confidently position Calix and effectively respond to competitive challenges and effectively position to every role in the customer C-Suite.
- Partner with Sales Enablement to embed market differentiation into onboarding and ongoing education programs.
Cross-Functional Leadership
- Build strong partnerships across Sales, Product Management, Product Marketing, Customer Success, and Executive Leadership.
- Establish scalable processes for gathering, analyzing, and distributing market intelligence.
- Drive a culture of differentiated value, business outcomes across the organization.
Required Qualifications
- 8+ years of experience in Market Intelligence, Competitive Intelligence, Sales Strategy, Corporate Strategy, Product Management, or a related discipline.
- Strong understanding of technology markets, telecommunications, networking, broadband, SaaS, or cloud-based solutions.
- Strong financial acumen and understanding of business impact analysis
- Exceptional written, verbal, presentation, and facilitation skills.
- Experience developing competitive positioning, sales messaging, and field enablement content.
- Strong stakeholder management and influencing skills.
- Ability to work cross-functionally and drive alignment without direct authority.
Preferred
- Experience supporting direct and channel sales organizations.
- Experience leading or supporting formal Win/Loss programs.
- Experience conducting customer interviews, opportunity reviews, competitive deal analysis, and sales feedback sessions.
- Knowledge of broadband, managed Wi-Fi, subscriber experience platforms, cloud services, or adjacent technology markets.
- Experience leveraging AI, automation, and intelligence platforms to scale competitive programs.
#LI-Remote
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:
144,900 - 217,400 USD Annual
Select US Metros and States:
126,000 - 189,000 USD Annual
Other US Locations:
113,400 - 170,100 USD Annual
As a part of the total compensation package, this role may be eligible for a bonus. For information on our benefits click here.