Senior Director, Tier 1 and Tier 2 CSP Marketing

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.

Position Summary

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.

Required 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 se