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About the Role
As a Sales Director focused on the Utilities vertical, you will own sales strategy, revenue growth, and customer engagement across utility accounts for the Hyperscalers & Regional Accounts team. You will build and qualify pipeline, shape account plans, lead executive relationships, and drive strategic, often multi-year opportunities through negotiation and closure across Ericsson's full portfolio, including Networks, Cloud and Software Services, Managed Services, and Enterprise Wireless Solutions.
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
Requirements
- 10+ years of experience in enterprise sales, business development, or sales leadership within the telecommunications or critical-infrastructure industry
- 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
- Ability to travel up to 50%
Skills
- Enterprise sales
- Business development
- Sales leadership
- Telecommunications industry
- Critical-infrastructure industry
- Quota-carrying sales performance
- Complex, multi-year technology sales
- Managed-services sales
- Utility customer sales
- Hyperscaler ecosystems
- Cloud platforms
- Google Cloud
- Meta Cloud
- Amazon AWS
- Microsoft Azure
- Utility buying cycles
- RFP processes
- Proposal processes
- Regulatory considerations
- Procurement considerations
- Multi-year capital investment programs
- Value proposition creation
- Cross-functional sales leadership
- Pipeline management
- Forecasting
- CRM hygiene
- Opportunity governance
- Sales execution
Location
- United States
- Virginia Remote
Work Type
- Remote
Experience Level
- 10+ years of experience
Education Level
- Bachelor's degree in Engineering, Business, or a related field required
- Master's degree preferred
Salary/Compensations
- Colorado, Connecticut, Hawaii, Illinois, Massachusetts, Maryland, Minnesota, Rhode Island, Vermont – $165,000 – $210,000
- California (except Bay Area counties), District of Columbia, New Jersey, New York, Washington State – $165,000 – $216,3000
- California (Marin, San Francisco, San Mateo, Santa Clara counties) – $173,000 – $226,800
- Sales Incentive Plan
Benefits
- Choice of three medical plan options
- Dental plan option
- Company credits towards medical and dental premiums
- 401(k) Plan with automatic 3% company contribution
- Ericsson match $1 for $1 on the first 3% of eligible pay
- Ericsson match 50 cents on every $1 on the next 2% of eligible pay
- Company credits towards basic life insurance
- Company credits towards basic accidental death and dismemberment coverage
- Company credits towards short-term and long-term disability coverage
- Option to participate in Ericsson’s Stock Purchase Plan
- 15 days of accrued vacation
- Up to 3 personal days per year
- 11 annual holidays
- 8 hours of volunteer time
- 80 hours of sick time annually
- Up to 16 weeks of paid maternity leave
- 6 weeks of parental or adoption leave at 100% of pay
- Financial wellness programs
- Educational assistance
- Matching gifts
- Recognition programs
About the Company
- Ericsson's Customer Unit US Mission Critical Networks team delivers innovative technologies and services to hyperscalers and utility customers across the United States.
- At Ericsson, you´ll have an outstanding opportunity. The chance to use your skills and imagination to push the boundaries of what´s possible. To build solutions never seen before to some of the world’s toughest problems. You´ll be challenged, but you won’t be alone. You´ll be joining a team of diverse innovators, all driven to go beyond the status quo to craft what comes next.
Equal Opportunity
- Ericsson uses a merit-based hiring approach that values people with different experiences, perspectives and skillsets. We truly believe this approach drives innovation, which is essential for our future growth. We encourage people from all backgrounds to apply and realize their full potential as part of our Ericsson team. Ericsson is proud to be an Equal Opportunity employer, learn more.
- If you need assistance or to request an accommodation due to a disability, please contact Ericsson at hr.direct.americas@ericsson.com.