Utilities Sales Director: Strategic Growth & Partnerships

Ericsson

San Francisco (CA)

On-site

USD 180,000 - 280,000

Full time

30 hours ago

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Job summary

Ericsson’s Customer Unit US Mission Critical Networks team seeks a Sales Director for the Utilities vertical to own sales strategy, revenue growth, and executive engagement across utility accounts. You will build and qualify pipeline, shape account plans, and drive multi‑year opportunities through negotiation and closure across Ericsson's full portfolio.

You will position Ericsson as a strategic partner in private networks, 5G, and enterprise services, developing trusted relationships with

Qualifications

10+ years of experience in enterprise sales, business development, or sales leadership within telecommunications or critical‑infrastructure.
Proven quota‑carrying sales performance with responsibility for complex, multi‑year technology or managed‑services opportunities.
Proven experience selling to utility customers, including investor‑owned utilities, municipal utilities, cooperatives, or comparable critical‑infrastructure organizations.
Strong understanding of hyperscaler ecosystems and cloud platforms, including experience with Google, Meta, Amazon/AWS, Microsoft/Azure, or comparable providers.
Understanding of utility buying cycles, RFP and proposal processes, regulatory and procurement considerations, and multi‑year capital investment programs.
Ability to create differentiated value propositions that connect Ericsson solutions to customer outcomes, business value, resilience, and total cost of ownership.
Ability to lead distributed, cross‑functional sales pursuits and align solution, product, delivery, services, legal, finance, and partner teams.
Disciplined approach to pipeline management, forecasting, CRM hygiene, opportunity governance, and sales execution.
Bachelor's degree in Engineering, Business, or a related field; Master's degree preferred.
Ability to travel up to 50%.

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.