Utilities Sales Director: Strategic Growth & Partnerships

Ericsson; Brea (CA); On-site; USD 160,000 - 260,000; Full time

Job summary

Ericsson is seeking a Sales Director focused on the Utilities vertical to own sales strategy, revenue growth, and executive engagement across utility accounts in the US. You will build pipelines, shape account plans, and drive multi-year opportunities through negotiation and closure across Networks, Cloud and Software Services, and Managed Services.

You will develop trusted relationships with utility leaders, lead the commercial cycle from qualification to close, and coordinate with legal,

Qualifications

• 10+ years enterprise sales in telecom or critical infrastructure.
• Quota-carrying, multi-year tech or managed services deals.
• Experience selling to utility customers (investor-owned, municipal, cooperatives).
• Experience with hyperscaler ecosystems and cloud platforms (Google, AWS, Azure, etc.).
• Knowledge of utility buying cycles, RFPs, regulations, and capital programs.
• Ability to create differentiated value propositions linking Ericsson solutions to outcomes and total cost of ownership.
• Ability to lead distributed, cross-functional sales pursuits and align multiple teams.
• Disciplined pipeline management, forecasting, CRM hygiene, and opportunity governance.
• Travel up to 50% to meet with customers and partners.

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 customers

Hyperscaler ecosystems

Cross-functional leadership

Pipeline management

Multi-year deals

Value propositions

Travel 50%

Leadership

Education

Bachelor's degree

Master's degree preferred

Job description

Ericsson is seeking a Sales Director focused on the Utilities vertical to own sales strategy, revenue growth, and executive engagement across utility accounts in the US. You will build pipelines, shape account plans, and drive multi-year opportunities through negotiation and closure across Networks, Cloud and Software Services, and Managed Services.

You will develop trusted relationships with utility leaders, lead the commercial cycle from qualification to close, and coordinate with legal,