Strategic Sales Director, Utilities & Critical Networks

Ericsson; Elkridge (MD); On-site; USD 180,000 - 250,000; Full time

Job summary

Ericsson's US Mission Critical Networks seeks a Sales Director focused on the Utilities vertical. You will own sales strategy, revenue growth, pipeline, and executive relationships across utility accounts for the Hyperscalers & Regional Accounts team, driving multi‑year opportunities through negotiation and closing across Networks, Cloud and Software Services, and Managed Services.

You will partner with KAM teams, build a sustainable pipeline of new‑logo and expansion opportunities, and position

Qualifications

• 10+ years of experience in enterprise sales, business development, or sales leadership within the telecommunications or critical‑infrastructure industry
• 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
• Disciplined approach to pipeline management, forecasting, CRM hygiene, opportunity governance, and sales execution
• Bachelor's degree in Engineering, Business, or a related field; 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

Utility sector

Cloud ecosystems

RFP process

Executive engagement

Cross-functional leadership

CRM forecasting

Travel 50%

Education

Bachelor's degree in Engineering, Business, or related field

Master's degree preferred

Tools

CRM systems

Job description

Ericsson's US Mission Critical Networks seeks a Sales Director focused on the Utilities vertical. You will own sales strategy, revenue growth, pipeline, and executive relationships across utility accounts for the Hyperscalers & Regional Accounts team, driving multi‑year opportunities through negotiation and closing across Networks, Cloud and Software Services, and Managed Services.

You will partner with KAM teams, build a sustainable pipeline of new‑logo and expansion opportunities, and position