Strategic Sales Director, Utilities & Critical Networks

Ericsson; Burlingame (CA); On-site; USD 180,000 - 290,000; Full time

Job summary

Ericsson is seeking a Sales Director for the Utilities vertical in the US, focusing on hypothesis-critical accounts. You will own sales strategy, revenue growth, and executive engagement across utility customers, shaping plans and driving long-term opportunities through negotiation and closure across Ericsson’s networks, cloud, software, and services portfolios.

You will build pipeline, develop account plans with KAM teams, and lead cross-functional sales pursuits, including private networks,

Qualifications

• 10+ years in enterprise sales or sales leadership within telecom or critical infrastructure
• Quota-bearing track record with multi-year technology or managed-services opportunities
• Experience selling to utility customers (investor-owned, municipal, cooperatives)
• Strong understanding of hyperscaler ecosystems and cloud platforms (Google, AWS, Azure, etc.)
• Knowledge of utility buying cycles, RFPs, procurement, and CAPEX programs
• Ability to map Ericsson solutions to customer outcomes and business value
• Ability to lead distributed cross-functional sales pursuits across teams
• Rigorous pipeline management, forecasting, and opportunity governance
• Bachelor’s degree in Engineering/Business or related field; travel up to 50%
• Willingness to travel up to 50%

Responsibilities

• Own the Utilities sales strategy, revenue growth, bookings, and account priorities
• Partner with KAM teams to develop account plans and engagement strategies
• Build and advance a sustainable pipeline of new-logo, modernization, expansion, and managed-services opportunities
• Position Ericsson as a strategic partner in private networks, 5G, resilience, and secure digital operations
• Develop trusted relationships with utility executive leadership and IT/OT teams
• Lead the commercial sales cycle from qualification through negotiation and close
• Translate utility strategies into differentiated sales offers
• Coordinate with solution, product, delivery, services, legal, finance, and partners
• Build relationships with ecosystem partners to support utility outcomes
• Drive expansion and upsell across networks, cloud, OSS/BSS, and managed services

Skills

Enterprise sales

Quota carrying

Utility customers

Hyperscaler cloud

RFP & proposals

Cross-functional leadership

Regulatory knowledge

Travel up to 50%

Education

Bachelor's degree in Engineering, Business, or related

Master's degree preferred

Job description

Ericsson is seeking a Sales Director for the Utilities vertical in the US, focusing on hypothesis-critical accounts. You will own sales strategy, revenue growth, and executive engagement across utility customers, shaping plans and driving long-term opportunities through negotiation and closure across Ericsson’s networks, cloud, software, and services portfolios.

You will build pipeline, develop account plans with KAM teams, and lead cross-functional sales pursuits, including private networks,