Sales Director Business Development

Ericsson AB; Virginia; On-site; AUD 239,000 - 328,000; Full time

Job summary

Ericsson is seeking a Sales Director focused on the Utilities vertical to own sales strategy, revenue growth, and executive engagement across utility accounts within the Hyperscalers & Regional Accounts team.

You will build and qualify pipeline, shape account plans, and lead multi-year opportunities through negotiation and close across Ericsson's broad portfolio including Networks, Cloud and Software Services, Managed Services, and Enterprise Wireless Solutions.

Qualifications

• 10+ years of experience in enterprise sales within telecommunications or critical infrastructure
• Proven quota-carrying sales performance with multi-year technology or managed-services opportunities
• Proven experience selling to utility customers (investor-owned, municipal utilities, cooperatives)
• Strong understanding of hyperscaler ecosystems and cloud platforms (Google, AWS, Azure, etc.)
• Understanding of utility buying cycles, RFP/proposal processes, regulatory and procurement considerations
• Ability to create differentiated value propositions connecting Ericsson solutions to outcomes
• Lead distributed cross-functional sales pursuits with solution, product, delivery, services, legal, finance, and partners
• Disciplined pipeline management, forecasting, CRM hygiene, and opportunity governance
• Bachelor's degree in Engineering/Business; Masters 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 plans and joint customer engagement
• Build, qualify, and advance a sustainable pipeline with utility customers
• Position Ericsson as a strategic technology partner in private networks, grid modernization, and secure digital operations
• Develop trusted relationships with utility executive leadership and IT/OT
• Lead the commercial sales cycle from qualification to close
• Translate customer strategies into differentiated sales strategies and offers
• Coordinate with cross-functional teams to develop competitive proposals and commitments
• Build relationships with ecosystem partners and third-party providers for outcomes
• Drive expansion and upsell across private networks, RAN, Core, Cloud, and managed services

Skills

Enterprise sales

Quota carrying

Utility customers

Hyperscaler ecosystems

RFP & proposals

Cross-functional leadership

Strategic selling

Travel up to 50%

Education

Bachelor's degree in Engineering

Bachelor's degree in Business

Master's degree preferred

Tools

CRM systems

Job description

Join our Team

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.

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. If you need assistance or to request an accommodation due to a disability, please contact Ericsson at [e-mail]. 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 H-1’s, H-1B1’s, E-3’s, O-1’s, and TN’s. Ericsson also does not hire F-1’s working on CPT or EAD for this position. Primary country and city: United States (US) || Virginia Remote (Country/ City) Job details: Account Manager.

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. The salary range for this position is

• Colorado, Connecticut, Hawaii, Illinois, Massachusetts, Maryland, Minnesota, Rhode Island, Vermont – $165,000 – $210,000
• California (except Bay Area counties), District of Columbia, New Jersey, New York, Washington State – $165,000 – $216,3000
• California (Marin, San Francisco, San Mateo, Santa Clara counties) – $173,000 – $226,800

Sales Incentive Plan: Your pay also includes the opportunity for sales incentives as a part of Ericsson’s Sales Incentive Plan. Actual payouts are based on performance of the business against the unit’s objectives, individual performance, and the individual incentive target. Certain eligibility and pro-ration rules apply.

Your Health

Ericsson offers excellent health benefits including the choice of three medical plan options and a dental plan option that allow an employee to select the level of coverage that suits their needs. Employees will receive company credits in an amount equal to the cost that Ericsson pays toward the cost of their medical and dental premiums for themselves and eligible covered dependents.

Your Financial Security

We invest in both your short and long-term financial wellbeing. The Ericsson US 401(k) Plan offers an automatic 3% company contribution and Ericsson match $1 for every $1 you put into the 401(k) Plan on the first 3% of your eligible pay, plus 50 cents on every $1 on the next 2% of eligible pay. When you contribute at least 5% of eligible pay, you are receiving Ericsson’s full matching contributions of 4%. Matching and company automatic contributions stop when your total eligible pay for the year reaches the IRS limits. Employees will also receive company credits in an amount equal to the cost of basic life insurance and basic accidental death and dismemberment coverage, as well as short-term and long-term disability coverage. Employees also have the option to participate in Ericsson’s Stock Purchase Plan.

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 offers many other company-paid benefits such as financial wellness programs, educational assistance, matching gifts, and recognition programs.