Head of Defence Sales

Ericsson; Reading; On-site; GBP 120,000 - 160,000; Full time

Job summary

Ericsson is seeking a seasoned Key Account Manager for Defence & Public Safety in the United Kingdom, based in Reading. You will secure profitable growth by developing strategic customer engagements, managing executive relationships across government, armed forces, emergency services, and industry partners, and leading resources to deliver complex programmes.

The role requires deep sector knowledge, strong negotiator skills, and the ability to influence procurement strategies while positioning

Qualifications

• Minimum 10 years of sales/account management in Defence, Public Safety, or related sectors.
• Proven track record securing large, complex strategic accounts.
• Deep understanding of UK Defence/public safety landscape and procurement processes.

Responsibilities

• Develop and execute long-term UK Defence/Public Safety account strategy.
• Identify and secure short-, medium-, and long-term opportunities.
• Lead executive relationships across government, armed forces, emergency services, and industry partners.
• Oversee negotiations in public sector procurement and commercial contracts.
• Coordinate cross-functional bid teams and manage resource alignment.
• Drive profitability, customer satisfaction, and long-term growth.

Skills

Strategic sales

Account management

Public sector procurement

Negotiation

Stakeholder management

Education

Bachelor's degree or higher

Job description

About Ericsson

Ericsson is a global leader in communications technology and services. Through our Mission Critical Networks (MCN) organization, we enable governments, public safety agencies, defence organizations, and critical infrastructure providers to transform their operations through secure, resilient, and innovative communications solutions.

As 5G and mission-critical broadband technologies reshape the way public safety and defence organizations operate, Ericsson is uniquely positioned to support digital transformation, operational effectiveness, and national resilience.

Role Purpose

The Key Account Manager (KAM) for Defence & Public Safety, United Kingdom, is responsible for securing short- and long-term profitable business growth through proactive business development, strategic customer engagement, and effective management of Ericsson resources. The role requires a deep understanding of the UK Defence and Public Safety ecosystem and a strong ability to build trusted executive-level relationships across government, armed forces, emergency services, security agencies, and associated industry stakeholders.

The KAM is accountable for driving sales performance, profitability, customer satisfaction, and long-term business growth while positioning Ericsson as a strategic partner and thought leader in mission-critical communications and digital transformation.

Key Responsibilities

Strategic Business Development

• Develop and execute the long-term account strategy for the UK Defence and Public Safety sector.
• Identify, qualify, and secure short-, medium-, and long-term business opportunities that drive sustainable growth and market leadership.
• Position Ericsson as a trusted advisor and technology leader in mission-critical communications, defence communications, secure networks, private networks, and public safety broadband solutions.
• Collaborate with the EMEA Mission Critical Networks Business Development organization to shape opportunities and accelerate market growth.

Customer and Stakeholder Leadership

• Establish and maintain executive relationships with key customers, government agencies, defence organizations, emergency services, system integrators, and industry partners.
• Develop a comprehensive understanding of customer strategies, operational challenges, procurement processes, and transformation priorities.
• Act as Ericsson's executive sponsor for strategic engagements across the Defence and Public Safety portfolio.
• Drive customer satisfaction, loyalty, and long-term partnership development.

Sales and Commercial Management

• Deliver orders, sales, profitability, and cash flow targets for the assigned portfolio.
• Own and govern sales opportunities, business cases, and commercial proposals from opportunity identification through contract closure.
• Lead negotiations in both public sector procurement environments and commercial contract discussions.
• Ensure effective management of working capital, contractual commitments, and commercial risk.
• Coordinate cross-functional bid teams and ensure alignment of all Ericsson resources supporting the customer.

Market Leadership and Industry Engagement

• Monitor market developments, competitive activities, procurement programmes, and policy changes affecting the UK Defence and Public Safety sectors.
• Represent Ericsson at industry events, customer forums, defence exhibitions, and public safety conferences.
• Influence strategic market direction through thought leadership and engagement with key ecosystem stakeholders.
• Contribute to Ericsson's growth strategy for Mission Critical Networks across the UK and wider EMEA region.

Leadership and Team Development

• Lead and inspire diverse virtual and cross-functional teams supporting strategic customer engagements.
• Coach and develop high-performing teams and foster collaboration across sales, solutioning, delivery, legal, finance, and business development functions.
• Promote Ericsson's values, ethics, and commitment to health, safety, and well-being.

Qualifications and Experience

Required Experience

• Minimum 10 years of successful sales, account management, or business development experience within Defence, Public Safety, Mission Critical Communications, Government, Security, or Critical Infrastructure sectors.
• Proven track record of securing and managing complex strategic accounts and large-scale transformational programmes.
• Experience leading major public sector procurement and competitive tender processes.
• Demonstrated success in driving profitable business growth and achieving challenging commercial objectives.
• Strong understanding of the UK Defence and Public Safety landscape, including relevant customer organizations, procurement frameworks, and industry ecosystem.

Knowledge and Competencies

• Deep understanding of mission-critical communication solutions, private wireless networks, critical communications broadband, 4G/5G technologies, and digital transformation initiatives.
• Strong commercial acumen, negotiation expertise, and consultative selling capabilities.
• Exceptional stakeholder management and executive relationship-building skills.
• Strategic thinker with strong analytical and problem-solving abilities.
• Ability to influence at senior executive and government levels.
• Strong leadership, communication, and collaboration skills in complex matrix organizations.

Education

• Bachelor's degree or higher in Engineering, Telecommunications, Business Administration, Defence Studies, or a related discipline.
• Advanced business or leadership qualifications are advantageous.

Critical Success Factors

• Develop long-term business and strategic partnerships.
• Generate profitable growth and deliver sustainable business results.
• Build trusted executive relationships and maximize customer loyalty.
• Lead complex negotiations and strategic pursuits.
• Influence market direction and establish Ericsson as the partner of choice in Defence and Public Safety.
• Lead and develop high-performing teams across a matrix organization

Why join Ericsson?

At Ericsson, you´ll have an outstanding opportunity. The chance to use your skills and imagination to push the boundaries of what´s possible. To build solutions never seen before to some of the world’s toughest problems. You´ll be challenged, but you won’t be alone. You´ll be joining a team of diverse innovators, all driven to go beyond the status quo to craft what comes next.

Encouraging a diverse and inclusive organization is core to our values at Ericsson, that's why we champion it in everything we do. We truly believe that by collaborating with people with different experiences we drive innovation, which is essential for our future growth. We encourage people from all backgrounds to apply and realize their full potential as part of our Ericsson team. Ericsson is proud to be an Equal Opportunity Employer. learn more.

Primary country and city: United Kingdom (GB) || Reading

Req ID: 791725