Utilities Sales Director: Growth & Strategy Leader

Ericsson; Martinsburg (WV); On-site; USD 120,000 - 180,000; Full time

Job summary

Ericsson seeks a Sales Director for the Utilities vertical to own sales strategy, revenue growth, and executive engagement across utility accounts in the US Mission Critical Networks team.

You will build and qualify pipeline, shape account plans, and drive multi-year opportunities spanning Networks, Cloud, and Managed Services, including private networks and enterprise wireless solutions.

Qualifications

• 10+ years of experience in enterprise sales, business development, or sales leadership within telecommunications or critical-infrastructure.
• Quota-carrying sales experience with complex, multi-year technology or managed-services opportunities.
• Experience selling to utility customers (investor-owned, municipal utilities, cooperatives).
• Strong understanding of hyperscaler ecosystems and cloud platforms (Google, AWS, Azure, etc.).
• Understanding of utility buying cycles, RFP processes, regulatory and procurement considerations, and multi-year capital programs.
• Ability to create differentiated value propositions mapping Ericsson solutions to outcomes, resilience, and TCO.
• Ability to lead distributed, cross-functional pursuits with solution, product, delivery, services, legal, finance, and partner teams.
• Disciplined pipeline management, forecasting, CRM hygiene, and opportunity governance.
• Willingness to travel up to 50%.

Responsibilities

• Own the Utilities sales strategy, revenue growth, bookings, and account priorities.
• Partner with KAM teams to develop and execute account plans, opportunity strategies, and joint customer 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 mission-critical connectivity, private LTE/5G, and secure digital operations.
• Develop trusted relationships with utility executives, IT/OT, network engineering, cybersecurity, procurement, and field ops.
• Lead the commercial sales cycle from qualification to RFP response, business-case development, negotiation, and close.
• Translate customer strategies and regulatory factors into differentiated sales strategies and offers.
• Coordinate with cross-functional teams to develop competitive proposals and commitments.
• Build and maintain relationships with ecosystem partners and third-party providers to support outcomes.
• Drive expansion and upsell across private networks, RAN, Core, IP transport, cloud, OSS/BSS, managed services, and enterprise wireless.

Skills

Enterprise sales

Sales leadership

Utility sector sales

RFP & proposals

Cross-functional collaboration

Hyperscaler ecosystems

Negotiation

Forecasting & CRM hygiene

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 to own sales strategy, revenue growth, and executive engagement across utility accounts in the US Mission Critical Networks team.

You will build and qualify pipeline, shape account plans, and drive multi-year opportunities spanning Networks, Cloud, and Managed Services, including private networks and enterprise wireless solutions.