Sales Director, Utilities Growth & Strategic Partnerships

Ericsson; Glen Allen (VA); On-site; USD 180,000 - 240,000; Full time

Job summary

Ericsson is seeking a Sales Director focused on the Utilities vertical to own the sales strategy, revenue growth, and executive engagement across utility accounts in the United States.

You will build and qualify pipeline, shape account plans, and drive multi-year opportunities through negotiation and closure across Ericsson's full portfolio, including Networks, Cloud and Software Services, and Managed Services.

Qualifications

• 10+ years of experience in enterprise sales within telecoms or critical infrastructure.
• Quota-carrying sales experience on multi-year tech or managed-services deals.
• Experience selling to utility customers, including investor-owned, municipal utilities, cooperatives, or similar.
• Strong understanding of hyperscaler ecosystems and cloud platforms (Google/AWS/Microsoft Azure).
• Understanding utility buying cycles, RFP processes, regulatory and procurement considerations.
• Ability to craft differentiated value propositions linking Ericsson solutions to outcomes and total cost of ownership.
• Ability to lead distributed, cross-functional sales pursuits with multiple teams.
• Bachelor's degree in Engineering, Business, or related field; Master's preferred.

Responsibilities

• Own the Utilities sales strategy, revenue growth, bookings pipeline, and account priorities for the assigned customer set.
• Partner with KAM teams to develop and execute account plans 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, and secure digital operations.
• Develop trusted relationships across utility leadership, IT/OT, cybersecurity, procurement, and field operations.
• Lead the commercial sales cycle from qualification and RFP response through business-case development, negotiation, contracting, and close.
• Translate utility strategies and regulatory requirements into differentiated sales offers.
• Coordinate with solution, product, delivery, services, legal, finance, and partners to develop competitive proposals.
• Build and maintain relationships with ecosystem partners and third-party providers to support outcomes.
• Drive expansion and upsell across private networks, RAN, Core, IP transport, cloud, and managed services.

Skills

Enterprise sales

Quota carrying

Utility customers

Cloud platforms

RFP processes

Value proposition

Cross-functional leadership

Pipeline management

Bachelors degree

Education

Bachelor's degree in Engineering, Business

Master's degree preferred

Tools

CRM

Job description

Ericsson is seeking a Sales Director focused on the Utilities vertical to own the sales strategy, revenue growth, and executive engagement across utility accounts in the United States.

You will build and qualify pipeline, shape account plans, and drive multi-year opportunities through negotiation and closure across Ericsson's full portfolio, including Networks, Cloud and Software Services, and Managed Services.