Utilities Sales Director — Growth & Strategy Lead

Ericsson; Town of Cheektowaga (NY); On-site; USD 180,000 - 280,000; Full time

Job summary

Ericsson seeks a Sales Director for the Utilities vertical within the US Mission Critical Networks team. You will own sales strategy, revenue growth, and executive engagement across utility accounts to close multi‑year opportunities from Networks, Cloud/Software, and Managed Services.

You will build and qualify pipeline with KAM teams, shape account plans, and coordinate with product, delivery, and legal teams to deliver differentiated proposals. Travel up to 50% will be required.

Qualifications

• 10+ years in enterprise sales or sales leadership in telecom or critical infrastructure.
• Quota-carrying track record in multi-year tech or managed services deals.
• Experience selling to utility customers (IOUs, municipal, cooperatives).
• Understanding of hyperscaler ecosystems and cloud platforms (Google, AWS, Microsoft, etc.).
• Knowledge of utility buying cycles, RFP processes, regulatory considerations, and multi-year capital programs.
• Ability to connect Ericsson solutions to outcomes and value.
• Experience leading cross-functional pursuits with solution, product, delivery, services, legal, finance, and partners.
• Bachelor's in Engineering/Business; willingness to travel up to 50%.

Responsibilities

• Own 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 and engagement.
• 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 private networks, 5G, resilient networks, and secure digital operations.
• Develop trusted relationships across utility leadership, IT/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 strategies into differentiated offers and coordinate with solution, product, delivery, services, legal, finance, and partners.
• Build and maintain relationships with ecosystem partners that support utility outcomes and expansion.
• Drive expansion and upsell across private networks, RAN, Core, IP transport, cloud, OSS/BSS, and managed services.

Skills

Enterprise sales leadership

Quota-carrying multi-year deals

Utilities sector experience

Cloud/hyperscaler ecosystems

Utility procurement cycles

Value propositions/ROI

Cross-functional leadership

Pipeline management & CRM

Engineering/business degree

Travel up to 50%

Education

Bachelor's degree in Engineering or Business

Master's degree preferred

Job description

Ericsson seeks a Sales Director for the Utilities vertical within the US Mission Critical Networks team. You will own sales strategy, revenue growth, and executive engagement across utility accounts to close multi‑year opportunities from Networks, Cloud/Software, and Managed Services.

You will build and qualify pipeline with KAM teams, shape account plans, and coordinate with product, delivery, and legal teams to deliver differentiated proposals. Travel up to 50% will be required.