Competitive and Market Intelligence Manager

Calix is seeking a Competitive and Market Intelligence Manager to serve as the primary competitive intelligence partner to its sales organization. The role turns competitive, market, and customer insights into sales strategies, leads the competitive Win/Loss program, and enables cross-functional teams to improve win rates and revenue growth.

Responsibilities:

• 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
• 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
• 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
• 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
• 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

Requirements:

• 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
• 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