Strategic Sales Director, Utilities & Critical Infra

Ericsson

Beltsville (MD)

On-site

USD 180,000 - 300,000

Full time

45 hours ago

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Job summary

Ericsson is seeking a Sales Director focused on the Utilities vertical in the US to own sales strategy, revenue growth, and customer engagement across utility accounts. You will build pipeline, shape account plans, lead executive relationships, and drive multi-year opportunities across Ericsson’s Networks, Cloud and Software Services, and Managed Services.

You will lead the commercial sales cycle from qualification through negotiation and close, translating utility strategies into differentiated

Qualifications

10+ years of experience in enterprise sales, business development, or sales leadership within telecommunications or critical‑infrastructure industry.
Quota‑bearing sales experience with responsibility for complex, multi‑year technology or managed‑services opportunities.
Experience selling to utility customers (investor‑owned, municipal utilities, cooperatives or comparable organizations).
Strong understanding of hyperscaler ecosystems and cloud platforms (Google, AWS, Microsoft, etc.).
Understanding of utility buying cycles, RFP/proposal processes, regulatory and procurement considerations, and multi‑year capital programs.
Ability to create differentiated value propositions linking Ericsson solutions to outcomes, business value, resilience, and TCO.
Ability to lead distributed, cross‑functional pursuits with solution, product, delivery, services, legal, finance and partners.
Disciplined pipeline management, forecasting, CRM hygiene, opportunity governance, and sales execution.
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 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.