Head of Commercial Management

Ericsson; Plano (TX); On-site; USD 180,000 - 240,000; Full time

Job summary

Ericsson seeks a Head of Commercial Management within BEWS to shape pricing architecture, portfolio economics, and go-to-market models across global opportunities. You will lead pricing strategy, governance, and value-based models to enable sustainable margin growth.

You will partner with Product, Sales, Finance, and Operations to drive cross-functional alignment and advanced business-case tools for customer value quantification. Leadership experience in global teams is essential.

Qualifications

• Bachelor’s degree required; MBA or equivalent advanced degree strongly preferred.
• 10+ years in Commercial Management, Product Management, Sales Engineering, Pricing, or related fields within SaaS, cloud, telecommunications, or technology industries.
• Extensive leadership experience in global, matrixed environments.
• Ability to travel up to 30%.

Responsibilities

• Define and lead the multi-year commercial strategy, including revenue models, pricing architecture, and commercial frameworks that support new product introductions, market expansion, and sustainable margin growth.
• Partner with senior management and executive leadership to evaluate commercial trade-offs, competitive market dynamics, and portfolio strategy.
• Own commercial governance processes, ensuring organizational alignment on pricing, value frameworks, and commercial guardrails.
• Oversee solution- and portfolio-level economics, driving optimization of revenue, profitability, and long-term value creation.
• Lead enterprise pricing strategy, including package list prices, subscription structures, and global value-based pricing models in partnership with Product, Finance, Marketing, and Supply Chain.
• Represent the commercial voice in product strategy decisions, influencing roadmap, lifecycle planning, cost modeling, and monetization strategies.
• Establish a best-in-class commercial management function anchored in scalable, highly automated, and agentic workflows that improve business impact, strengthen governance, and reduce margin leakage.
• Embed competitive intelligence into portfolio decisions, ensuring Ericsson Enterprise Wireless Solutions maintains a differentiated commercial and value advantage.
• Drive the development of advanced tools for business cases, TCO modeling, and customer value quantification across global markets.
• Partner with Operations and Finance to ensure commercial decisions support financial performance goals, operational feasibility, and disciplined execution.

Skills

Pricing strategy

Subscription economics

SaaS models

Indirect channel GTM

Recurring revenue

Leadership

Executive communication

Education

Bachelor’s degree

MBA

Job description

Grow with us

The

Grow with us

The Head of Commercial Management is a senior strategic leadership role within Business Area Ericsson Enterprise Wireless Solutions (BEWS), accountable for shaping and advancing the commercial strategy that enables sustainable, profitable growth across global business opportunities. This leader will define the commercial direction for BEWS across markets, ensuring solutions, pricing, value propositions, and business models are competitive, scalable, profitable, and aligned with Ericsson’s long-term strategic objectives. As a key member of the Strategy and commercial management leadership team, this role will guide how the Enterprise Wireless business brings solutions to market, optimize commercial performance across business lines, and influence senior leaders across product, sales, supply chain, finance, and operations. The Head of Commercial Management will elevate commercial intelligence, oversee portfolio-level economics, and build a culture of commercial excellence across the organization. This role reports to the Head of Strategy & Commercial Management.

What You Will Do

Enterprise Commercial Strategy & Leadership

• Define and lead the multi-year commercial strategy, including revenue models, pricing architecture, and commercial frameworks that support new product introductions, market expansion, and sustainable margin growth.
• Partner with senior management and executive leadership to evaluate commercial trade-offs, competitive market dynamics, and portfolio strategy.
• Own commercial governance processes, ensuring organizational alignment on pricing, value frameworks, and commercial guardrails.

Portfolio Economics & Market Positioning

• Oversee solution- and portfolio-level economics, driving optimization of revenue, profitability, and long-term value creation.
• Lead enterprise pricing strategy, including package list prices, subscription structures, and global value-based pricing models in partnership with Product, Finance, Marketing, and Supply Chain.
• Represent the commercial voice in product strategy decisions, influencing roadmap, lifecycle planning, cost modeling, and monetization strategies.

Business & Commercial Model Innovation

• Establish a best-in-class commercial management function anchored in scalable, highly automated, and agentic workflows that improve business impact, strengthen governance, and reduce margin leakage.
• Embed competitive intelligence into portfolio decisions, ensuring Ericsson Enterprise Wireless Solutions maintains a differentiated commercial and value advantage.
• Drive the development of advanced tools for business cases, TCO modeling, and customer value quantification across global markets.

Executive Partner to Sales, Channels & Customer Teams

• Partner closely with the CSO and global sales leadership to improve win rates through robust commercial strategy, escalation support, and high-value deal shaping.
• Lead executive level engagement with key enterprise and strategic customers to maximize recurring revenue, unlock deal upsides, and align long-term partnerships.
• Oversee channel-centric commercial design that aligns partner economics with go-to-market motions and growth objectives.

Cross Functional Influence & Organizational Enablement

• Build and lead a high-performing Commercial Management organization, developing talent, capabilities, operating rhythms, and processes that scale globally.
• Champion commercial excellence across teams through executive education, commercial playbooks, and enterprise standards for negotiation, deal shaping, and price management.
• Partner with Operations and Finance to ensure commercial decisions support financial performance goals, operational feasibility, and disciplined execution.

What You Will Bring

• Executive-level command of pricing strategy, subscription economics, SaaS business models, Indirect channel GTM and recurring revenue structures.
• Proven ability to shape commercial frameworks that materially improve portfolio performance, customer lifetime value, and competitive differentiation.
• Ability to influence at the highest organizational levels, synthesizing complex inputs into clear commercial direction.
• Demonstrated success leading global teams, driving cross-functional alignment, and shaping enterprise-level strategy.
• Deep understanding of complex solution configurations and the economic levers that drive profitable growth.
• Strong analytical mindset with expertise in value engineering, financial modeling, deal economics, and data-driven decision-making.
• Exceptional presence and communication skills; able to present to executive audiences, boards, and global customers.
• Skilled in high-stakes negotiation and translating customer insights into strategic commercial decisions.

Minimum Requirements

• Bachelor’s degree required; MBA or equivalent advanced degree strongly preferred.
• 10+ years of experience in Commercial Management, Product Management, Sales Engineering, Pricing, or related fields within SaaS, cloud, telecommunications, or technology industries.
• Extensive leadership experience in global, matrixed environments.
• Ability to travel up to 30%.

What Happens Once You Apply

Ericsson uses a merit-based hiring approach that values people with different experiences, perspectives and skillsets. We truly believe this approach drives 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.

If you need assistance or to request an accommodation due to a disability, please contact Ericsson at [e-mail].

DISCLAIMER: The above statements are intended to describe the general nature and level of work being performed by employees in this position. They are not an exhaustive list of all responsibilities, duties and skills required for this position, and you may be required to perform additional job tasks as assigned.

Compensation And Benefits At Ericsson

At Ericsson, we know that our people are the key to our success. We offer a competitive package to help with your individual needs and goals.

Your Pay

The salary range for this position is dependent on various factors including, but not limited to, location, and the candidate’s combination of job-related knowledge, qualifications, skills, education, training, and experience.

Short-Term Variable Compensation Plan:

Your pay also includes the opportunity for an annual bonus. Actual bonus payouts are based on performance of the business against the unit’s objectives, individual performance, and the individual bonus target. Certain eligibility and pro-ration rules apply.

Your Health

Ericsson Enterprise Wireless Solutions offers excellent, competitive employee benefits, such as: subsidized, nationwide PPO medical benefit options including a low-deductible Point of Service Plan and a qualifying High-Deductible Health Plan (HDHP), with a generous company-provided HSA contribution. For California employees, we offer a subsidized HMO option through Kaiser. Ericsson Enterprise Wireless Solutions also offers subsidized dental and vision coverage.

Your Financial Security

We invest in both your short and long-term financial wellbeing. Our 401(k) plan has a 4% company match and immediate vesting. Employees will also receive company-paid employee basic life and AD&D insurance and company-paid disability benefits.

Your Time

Your work-life balance is important to us. New employees are provided a minimum of 15 days of accrued vacation, up to 3 personal days per year, 11 annual holidays, 8 hours of volunteer time, and 80 hours of sick time annually. Please note paid time off is pro-rated based on the employee’s start date. Furthermore, Ericsson provides up to 16 weeks of paid maternity leave and 6 weeks of parental or adoption leave at 100% of pay.

Additional Benefits

Ericsson Enterprise Wireless Solutions offers other company-paid benefits such as a comprehensive Employee Assistance Program, mobile therapy, and volunteer paid time off.