Sales Director, Utilities & Mission-Critical Networks

Ericsson; Federal Way (WA); On-site; USD 180,000 - 240,000; Full time

Job summary

Ericsson’s Mission Critical Networks group seeks a Sales Director for Utilities who will own the sales strategy, revenue growth, and engagement across utility accounts in the US. You will build pipelines, shape account plans, and drive multi-year opportunities across networks, cloud, and managed services.

You will lead cross‑functional pursuits, engage executive leadership, and negotiate complex deals, traveling up to 50% as needed.

Qualifications

• 10+ years of experience in enterprise sales, business development, or sales leadership within telecommunications or critical‑infrastructure industries.
• Proven quota‑bearing 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.
• 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

Strategic account mgmt

Utilities sector exp

Cross-functional collab

Forecasting/CRM discipline

Education

Bachelor's degree in Engineering or Business

Master's degree preferred

Tools

CRM (Salesforce)

Job description

Ericsson’s Mission Critical Networks group seeks a Sales Director for Utilities who will own the sales strategy, revenue growth, and engagement across utility accounts in the US. You will build pipelines, shape account plans, and drive multi-year opportunities across networks, cloud, and managed services.

You will lead cross‑functional pursuits, engage executive leadership, and negotiate complex deals, traveling up to 50% as needed.