Utilities Sales Director: Mission-Critical Networks

Ericsson; Shoreline (WA); On-site; USD 180,000 - 280,000; Full time

Job summary

Ericsson's Customer Unit US Mission Critical Networks team seeks a Sales Director focused on the Utilities vertical to own sales strategy, revenue growth, and customer engagement across utility accounts.

You will build and qualify pipeline, shape account plans, lead executive relationships, and drive multi-year opportunities through negotiation and closure across Ericsson's full portfolio.

Qualifications

• 10+ years of enterprise sales or sales leadership in telecom or critical infrastructure.
• Quota-bearing with multi-year technology or managed services deals.
• Experience selling to utility customers (investor-owned, municipal utilities, cooperatives).
• Strong understanding of hyperscaler ecosystems and cloud platforms (Google, AWS, Azure).
• Knowledge of utility buying cycles, RFPs, regulatory and capital programs.
• Ability to create differentiated value propositions tied to outcomes and TCO.
• Ability to lead cross-functional pursuits with solution, product, delivery, legal, finance, and partners.
• Disciplined pipeline management, forecasting, CRM hygiene, governance and sales execution.
• Bachelor's in Engineering, Business or related; Master's preferred.
• Willingness to travel up to 50%.

Responsibilities

• Own Utilities sales strategy, revenue growth, bookings pipeline, and account priorities.
• 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 customers

Cloud platforms

RFP process

Cross-functional leadership

Pipeline management

CRM hygiene

Travel 50%

Multi-year deals

Education

Bachelor's in Engineering or Business

Master's preferred

Job description

Ericsson's Customer Unit US Mission Critical Networks team seeks a Sales Director focused on the Utilities vertical to own sales strategy, revenue growth, and customer engagement across utility accounts.

You will build and qualify pipeline, shape account plans, lead executive relationships, and drive multi-year opportunities through negotiation and closure across Ericsson's full portfolio.