Senior Partner Success Director

Calix provides the cloud, software platforms, systems and services required for communications service providers to simplify their businesses, excite their subscribers and grow their value.

As the Senior Partner Success Director, you will spearhead the strategy for our partner success initiatives. Your mission is to empower Calix’s Partners to deliver exceptional customer experiences and support customers to maximize adoption of the Calix platform. You will build a Calix Partner Success program, designing success plans which ensure partners possess the necessary capabilities and credentials to succeed in the Calix ecosystem. As the Calix Success Subject Matter Expert, you will collaborate with the Calix Partner organization and key partners to identify needs, mitigate risks, and maximize the value of their Calix investments. Additionally, you will act as a point of contact during major customer incidents, effectively managing communications, driving resolutions and developing a scalable model for future occurrences. This role will work closely with Calix’s Partner organization to ensure Calix’s partners are successful in delivering value across the entire customer lifecycle.

Key Responsibilities:

Assess Partner Capabilities/Needs and Develop Aligned Partner Success Plans:

• Evaluate Partner Capabilities: Analyze partners' pre- and post-sales capabilities and their impact on customer success, identifying strengths and areas for improvement. Apply these findings for scalable success across various similar use cases.
• Orchestrate skills & resource needs: Work with Calix enablement teams (Partner, Sales, University) to identify partner skill or resource deficiencies, and collaborate on creating and implementing solutions to address skill or resource deficiencies;
• Create & lead partner success plans: Define clear roadmaps to help partners achieve success and meet organizational objectives, and work as a trusted advisor with the partner to ensure the success plan is adhered to.

Enhance Partners’ success within the Calix ecosystem:

• Evaluate partner readiness for customer success, including key organizational blockers/obstacles and recommend potential solutions.
• Partner with existing Calix Partner Program and Enablement ecosystem as the Calix Success Expert, providing feedback and engagement to maximize impact of Partner success
• Promote Success Metrics & Best Practices: Educate partners on the Customer Success Score and its benefits to ensure alignment on shared metrics, as well as guiding partners in adopting customer success strategies that drive value and deliver results.
• Foster Collaborative Relationships: Build trust and maintain open communication to facilitate long-term partnership.
• Bridge Technical Gaps: Collaborate with Partner Delivery Architects to address technical challenges effectively, building a scalable model on engaging Calix technical resources to fill use case gaps.

Oversee Partner Project/Delivery Success:

• Develop a system to monitor Project Success: Track the progress of partner-led implementation projects, ensuring timely and successful delivery.
• Proactively Mitigate Risks: Identify potential challenges early and implement solutions to minimize disruptions.
• Focus on Key Partner Programs, Frameworks, and KPIs: Address Risk accounts, monitor & grow Solution Adoption Scores.

Build and Lead a Calix Partner Success Program:

• Identify the gaps preventing true partner success today, and work with the Calix Partner team to align to align on partner success strategies in the context of Calix’s broader company objectives;
• Build and implement a program leveraging key learnings & processes to scale solutions to existing partner success gaps;
• Work closely with teams across Partner Account Management, Partner Architects, Marketing, Customer Success, and Sales to align strategies and drive results.
• Collaborate with the Calix Partner team on providing regular updates on partner performance, revenue outcomes, and key metrics to the executive team.
• Collect and share partner feedback with the broader Calix ecosystem (Partner, Sales, Product) , to enhance partner success across the customer lifecycle, and address product gaps.

Role Requirements/Qualifications:

• Experience: 10+ years in consulting, account management, or program management within a SaaS environment.
• Partner Channel/Business Strategy: Demonstrated experience in developing and executing channel strategies that drive business growth, optimize partner performance, and align with overall corporate objectives.
• Leadership Skills: Experience in influencing and leading across cross-functional teams and driving alignment across various business units.
• Change Management: Ability to guide partners and teams through organizational and technological transitions.
• Data-Driven Decision Making: Strong analytical skills to leverage data for strategic planning and performance measurement.

Compensation will vary based on geographical location (see below) within the United States. Individual pay is determined by the candidate's location of residence and multiple factors, including job-related skills, experience, and education.

For more information on our benefits click here.

There are different ranges applied to specific locations. The average base pay range (or OTE range for sales) in the U.S. for the position is listed below.

San Francisco Bay Area Only:

National Major Cities plus, CA, CO, NY Metro area:

Regional plus NY: