Director, Utilities Sales & Connectivity Solutions

Ericsson; City of Albany (NY); On-site; USD 180,000 - 320,000; Full time

Job summary

Ericsson’s Customer Unit US Mission Critical Networks team seeks a Sales Director focused on the Utilities vertical to own sales strategy, revenue growth, and customer engagement across utility accounts in the US.

Build pipeline, shape account plans, lead executive relationships, and drive multi‑year opportunities across Networks, Cloud and Software Services, Managed Services, and Enterprise Wireless Solutions.

Qualifications

• 10+ years of experience in enterprise sales, business development, or sales leadership within the telecommunications or critical‑infrastructure industry.
• 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, including experience with Google, Meta, Amazon/AWS, Microsoft/Azure, or comparable providers.
• Understanding of utility buying cycles, RFP and proposal processes, regulatory and procurement considerations, and multi‑year capital investment programs.
• Ability to create differentiated value propositions that connect Ericsson solutions to customer outcomes, business value, resilience, and total cost of ownership.
• Ability to lead distributed, cross‑functional sales pursuits and align solution, product, delivery, services, legal, finance, and partner teams.
• Disciplined approach to pipeline management, forecasting, CRM hygiene, opportunity governance, and sales execution.
• Bachelor's degree in Engineering, Business, or a related field required; Master's degree preferred.
• 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 Key Account Management (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 LTE/5G, resilient networks, grid modernization, and secure digital operations.
• Develop trusted relationships across utility executive leadership, IT and OT, network engineering, grid operations, cybersecurity, procurement, and field operations.
• Lead the commercial sales cycle from opportunity qualification and RFP response through business‑case development, negotiation, contracting, and close.
• Translate utility 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 execute customer commitments.
• Build and maintain strong relationships with ecosystem partners and third‑party technology providers that support utility customer outcomes.
• Drive expansion and upsell opportunities across private networks, RAN, Core, IP transport, microwave, Cloud, OSS/BSS, managed services, and enterprise wireless solutions.

Skills

Enterprise sales

Quota carrying

Utility sector sales

Cloud platforms

Regulatory knowledge

Value propositions

Cross-functional leadership

Pipeline management

Travel readiness

Education

Bachelor's degree in Engineering, Business, or related field

Master's degree preferred

Job description

Ericsson’s Customer Unit US Mission Critical Networks team seeks a Sales Director focused on the Utilities vertical to own sales strategy, revenue growth, and customer engagement across utility accounts in the US.

Build pipeline, shape account plans, lead executive relationships, and drive multi‑year opportunities across Networks, Cloud and Software Services, Managed Services, and Enterprise Wireless Solutions.