Utilities Sales Director: Strategic Growth & Partnerships

Ericsson AB; Brisbane; Remote; AUD 240,000 - 330,000; Full time

Job summary

Ericsson is seeking a Sales Director focused on the Utilities vertical to own sales strategy, revenue growth, and key account engagement across utility customers. You will build and qualify pipeline, shape account plans, and drive multi-year opportunities across Ericsson’s portfolio including Networks, Cloud and Software Services, Managed Services, and Enterprise Wireless Solutions.

You will lead an executive relationships program, coordinate with cross-functional teams, and manage the

Qualifications

• 10+ years of experience in enterprise sales, business development, or sales leadership within telecommunications or critical-infrastructure sectors.
• Proven quota-carrying sales performance with responsibility for complex, multi-year technology or managed-services opportunities.
• Proven experience selling to utility customers, including investor-owned utilities, municipal utilities, cooperatives, or comparable critical-infrastructure organizations.
• Strong understanding of hyperscaler ecosystems and cloud platforms (Google, AWS, Microsoft, etc.).
• Understanding of utility buying cycles, RFP/proposal processes, regulatory and procurement considerations.
• Ability to create differentiated value propositions linking Ericsson solutions to outcomes, business value and TCO.
• Ability to lead distributed, cross-functional sales pursuits and align multiple teams.
• Disciplined pipeline management, forecasting, CRM hygiene, opportunity governance, and sales execution.
• Ability to travel up to 50%.

Responsibilities

• Own the Utilities sales strategy, revenue growth, bookings pipeline, and account priorities for the assigned customer set.
• Partner with KAM teams to develop and execute account plans, opportunity strategies, and joint customer engagement plans.
• Build, qualify, and advance a sustainable pipeline of new-logo, modernization, expansion, and managed-services opportunities with utility customers.
• Position Ericsson as a strategic technology partner in mission-critical connectivity, private 4G/5G, resilient networks, grid modernization, and secure digital operations.
• Develop trusted relationships across utility executive leadership, IT/OT, network engineering, grid operations, cybersecurity, procurement, and field operations.
• Lead the commercial sales cycle from qualification and RFP through business-case development, negotiation, contracting, and close.
• Translate customer strategies, regulatory considerations, capital programs, and operational requirements into differentiated sales strategies and offers.
• Coordinate with solution, product, delivery, services, legal, finance, and partner teams to develop competitive proposals and commitments.
• Build and maintain relationships with ecosystem partners and third-party technology providers.
• Drive expansion and upsell across private networks, RAN, Core, IP transport, microwave, Cloud, OSS/BSS, managed services, and enterprise wireless solutions.

Skills

Enterprise sales

Utility sector

Quota carrying

Hyperscaler ecosystems

Multi-year deals

Cross-functional leadership

Value proposition

Pipeline management

Travel up to 50%

Education

Bachelor's degree in Engineering or Business

Master's degree preferred

Job description

Ericsson is seeking a Sales Director focused on the Utilities vertical to own sales strategy, revenue growth, and key account engagement across utility customers. You will build and qualify pipeline, shape account plans, and drive multi-year opportunities across Ericsson’s portfolio including Networks, Cloud and Software Services, Managed Services, and Enterprise Wireless Solutions.

You will lead an executive relationships program, coordinate with cross-functional teams, and manage the