Sales Director Business Development

Ericsson AB; Brisbane (CA); On-site; USD 150,000 - 230,000; Full time

Job summary

Ericsson's US Mission Critical Networks unit seeks a Sales Director for Utilities. You will own sales strategy, revenue growth and executive engagement across utility accounts, shaping multi‑year opportunities through negotiation and closure across Networks, Cloud and Software Services, and Managed Services.

You’ll build pipelines, lead cross‑functional teams and travel up to 50%. Ideal candidates bring 10+ years in enterprise/utility sales, proven quota achievement and familiarity with

Qualifications

• 10+ years of enterprise sales experience in telecommunications or critical‑infrastructure.
• Quota‑bearing with complex multi‑year technology or managed‑services deals.
• Selling to utility customers (investor/municipal/cooperative) is a plus.
• Knowledge of hyperscaler ecosystems and cloud platforms (Google/AWS/Azure/Microsoft).
• Understanding of utility buying cycles, regulatory and procurement processes.
• Ability to translate customer needs into differentiated value propositions.
• Experience leading cross‑functional sales pursuits with multiple teams.
• Strong pipeline management, forecasting, CRM hygiene, and governance.
• Bachelor's degree required; Master’s preferred.
• Ability to travel up to 50%.

Responsibilities

• Own the Utilities sales strategy, revenue growth, bookings pipeline and account priorities.
• Partner with KAM teams to develop and execute account and opportunity strategies.
• Build and advance a sustainable pipeline of new-logo, modernization, expansion and managed services.
• Position Ericsson as a strategic partner in private LTE/5G, resilient networks and grid modernization.
• Develop trusted relationships with utility executives, IT/OT, cybersecurity, procurement and field ops.
• Lead the commercial sales cycle from qualification to close, including business case, negotiation and contracts.
• Translate customer strategies and capital programs into differentiated sales offers.
• Coordinate with solution, product, delivery, services, legal, finance and partners on proposals.
• Maintain relationships with ecosystem partners and third‑party providers.
• Drive expansion across private networks, RAN, IP transport, cloud, OSS/BSS and enterprise wireless solutions.

Skills

Enterprise sales

Multi-year deals

Utility sector selling

Hyperscaler ecosystems

Cloud platforms familiarity

RFP & proposal processes

Executive relationship building

Strategic account planning

Cross-functional leadership

Travel up to 50%

Education

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

Master's degree preferred

Job description

About This Opportunity

Ericsson's Customer Unit US Mission Critical Networks team delivers innovative technologies and services to hyperscalers and utility customers across the United States. As a Sales Director focused on the Utilities vertical, you will own sales strategy, revenue growth, and customer engagement across utility accounts for the Hyperscalers & Regional Accounts team. You will build and qualify pipeline, shape account plans, lead executive relationships, and drive strategic, often multi-year opportunities through negotiation and closure across Ericsson's full portfolio, including Networks, Cloud and Software Services, Managed Services, and Enterprise Wireless Solutions.

Join our Team

Ericsson's Customer Unit US Mission Critical Networks team delivers innovative technologies and services to hyperscalers and utility customers across the United States. As a Sales Director focused on the Utilities vertical, you will own sales strategy, revenue growth, and customer engagement across utility accounts for the Hyperscalers & Regional Accounts team. You will build and qualify pipeline, shape account plans, lead executive relationships, and drive strategic, often multi-year opportunities through negotiation and closure across Ericsson's full portfolio, including Networks, Cloud and Software Services, Managed Services, and Enterprise Wireless Solutions.

What You Will Do

• 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

The Skills You Bring

• 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%

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.

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.

Important Information: Ericsson Inc. does not sponsor U.S work authorizations for this job position including U.S immigration filings for initial and/or change of employer paperwork for