Senior Director, Tier 1 and Tier 2 CSP Marketing

Role Description

Calix is seeking a Senior Director, Global Tier 1 and National Tier 2 CSP Markets to lead positioning, messaging, field marketing and solution enablement for larger communications service provider (eg. Tier 1 & 2) market across the Calix One platform. This role is responsible for leading how we engage customers and 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 larger CSP experience, technical fluency, the ability to translate complex capabilities into clear business outcomes for a broad range of stakeholders as well as the strategy and tactics to drive opportunities into this market in engaging ways. A clear understanding of the larger CSP environment is critical, factoring in the systems and tools they use and are reliant on. This role works closely with Sales, Sales Engineering, Product Management, Executive Engagement and the rest of marketing to support strategic pursuits, RFPs, and long‑term CSP growth initiatives.

Key Responsibilities

• Solution Strategy & Positioning (Tier 1 & Tier 2 Focus)
  • Set and own solution‑level positioning and messaging strategy for Calix offerings targeted at Tier 1 & Tier 2 service providers.
  • Define differentiated solution narratives that align Calix capabilities to Tier 1 & 2 priorities, including scale, operational efficiency, service velocity, platform alignment, and long‑term ROI.
  • Serve as the executive solution marketing leader for larger account pursuits, including strategic account initiatives, C‑suite briefings, analyst engagements, and major RFPs.
  • Ensure consistency, quality, and strategic alignment of solution messaging across teams, regions, and customer engagements.
• Persona‑Based Messaging & Storytelling Leadership
  • Lead coverage of the full Tier 1 decision‑maker ecosystem, including Network Engineering, Architecture, Operations, Product, IT/OSS/BSS, Security, Procurement, Finance, and Executive Leadership.
  • Establish persona frameworks and value stories that guide how technical depth is translated into business and executive impact.
  • Review, guide, and elevate executive‑level and technical solution materials developed by the team.
• Field & Account‑Based Marketing Leadership
  • Lead the team to design and execute account‑based and field marketing programs that effectively engage Tier 1 & Tier 2 decision makers.
  • Partner with Sales, Strategic Accounts, Sales Engineering, and Marketing to align solution messaging with account strategies and pipeline priorities.
  • Act as an escalation point and strategic advisor for critical Tier 1 customer engagements.
• Technical & Organizational Fluency
  • Model deep technical credibility while ensuring messaging remains outcome‑driven and business‑relevant.
  • Guide the team in reflecting real‑world Tier 1 evaluation, procurement, and deployment processes within solution narratives.
• New Product Introduction & Market Feedback
  • Own Tier 1 & 2 solution marketing contributions to new product and solution launches.
  • Ensure structured market feedback from Tier 1 & 2 engagements informs product strategy, roadmap decisions, and investment priorities.
  • Coach and develop solution marketers, building depth in technical fluency, storytelling, and executive engagement.

Qualifications

• 10+ years of experience in Marketing leadership: Solutions Marketing, Product Marketing, Technical Marketing, Field Marketing, Service Provider Product Management, or a related role.
• Direct experience selling to, marketing to, or working within larger service providers, or a major vendor serving larger 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 & Tier 2 buying processes, including how solutions are evaluated, selected, integrated, and deployed.
• Demonstrated understanding of Tier 1 & Tier 2 tools and systems – where integrations may apply.
• 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 larger 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

Compensation

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: 217,400 - 347,300 USD Annual
• Select US Metros and States: 189,000 - 302,000 USD Annual
• Other US Locations: 170,100 - 271,800 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 .