Strategic Sales Director - Utilities & Critical Networks

Ericsson; Modesto (CA); On-site; USD 230,000 - 350,000; Full time

Job summary

Ericsson is seeking a Sales Director for the Utilities vertical to drive strategy, revenue growth, and executive engagement with utility accounts across the United States. You will build pipelines, shape account plans, and lead multi-year opportunities through negotiation and closure across networks, cloud, software services, managed services, and enterprise wireless solutions.

You will cultivate trusted relationships with utility leadership, IT/OT, cybersecurity, procurement, and field

Qualifications

• Minimum 10+ years in enterprise sales or sales leadership within telecom/critical infrastructure.
• Proven quota‑carrying experience 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).
• Understanding of utility buying cycles, RFP/proposal processes, regulatory and procurement considerations.
• Ability to connect Ericsson solutions to outcomes, business value, resilience, and TCO.
• Lead distributed cross‑functional pursuits across solution, product, delivery, services, legal, and finance.
• Bachelor’s in engineering or business; Master’s preferred.
• Willingness to travel up to 50%.

Responsibilities

• Own Utilities sales strategy, revenue growth, bookings pipeline, and account priorities.
• Partner with KAM teams to develop account plans and engagement strategies.
• Build and advance a pipeline of new-logo, modernization, expansion, and managed‑services opportunities.
• Position Ericsson as a strategic technology partner in mission-critical connectivity and private networks.
• Develop trusted relationships with utility executives, IT/OT, grid operations, cybersecurity, procurement.
• Lead the commercial sales cycle from qualification to negotiation and close.
• Translate customer strategies and regulatory requirements into differentiated sales offers.
• Coordinate with internal teams to develop competitive proposals and secure commitments.
• Maintain relationships with ecosystem partners and third-party tech providers.
• Drive expansion across private networks, RAN/core, IP transport, Cloud, OSS/BSS, and managed services.

Skills

Enterprise sales leadership

Quota‑carrying sales

Experience selling to utilities

Cloud platform familiarity

Cross‑functional collaboration

CRM & pipeline management

Strategic account planning

Travel up to 50%

Executive relationship building

Education

Bachelor's degree in Engineering/Business or related field

Master's degree preferred

Job description

Ericsson is seeking a Sales Director for the Utilities vertical to drive strategy, revenue growth, and executive engagement with utility accounts across the United States. You will build pipelines, shape account plans, and lead multi-year opportunities through negotiation and closure across networks, cloud, software services, managed services, and enterprise wireless solutions.

You will cultivate trusted relationships with utility leadership, IT/OT, cybersecurity, procurement, and field