Head of Commercial Management

Ericsson•Plano, TX

2d•Onsite

About The Position

The Head of Commercial Management is a senior strategic leadership role within Business Area Ericsson Enterprise Wireless Solutions (BEWS), accountable for shaping and advancing the commercial strategy that enables sustainable, profitable growth across global business opportunities. This leader will define the commercial direction for BEWS across markets, ensuring solutions, pricing, value propositions, and business models are competitive, scalable, profitable, and aligned with Ericsson’s long-term strategic objectives. As a key member of the Strategy and commercial management leadership team, this role will guide how the Enterprise Wireless business brings solutions to market, optimize commercial performance across business lines, and influence senior leaders across product, sales, supply chain, finance, and operations. The Head of Commercial Management will elevate commercial intelligence, oversee portfolio-level economics, and build a culture of commercial excellence across the organization. This role reports to the Head of Strategy & Commercial Management.

Requirements

Executive-level command of pricing strategy, subscription economics, SaaS business models, Indirect channel GTM and recurring revenue structures.
Proven ability to shape commercial frameworks that materially improve portfolio performance, customer lifetime value, and competitive differentiation.
Ability to influence at the highest organizational levels, synthesizing complex inputs into clear commercial direction.
Demonstrated success leading global teams, driving cross-functional alignment, and shaping enterprise-level strategy.
Deep understanding of complex solution configurations and the economic levers that drive profitable growth.
Strong analytical mindset with expertise in value engineering, financial modeling, deal economics, and data-driven decision-making.
Exceptional presence and communication skills; able to present to executive audiences, boards, and global customers.
Skilled in high-stakes negotiation and translating customer insights into strategic commercial decisions.
Bachelor’s degree required; MBA or equivalent advanced degree strongly preferred.
10+ years of experience in Commercial Management, Product Management, Sales Engineering, Pricing, or related fields within SaaS, cloud, telecommunications, or technology industries.
Extensive leadership experience in global, matrixed environments.
Ability to travel up to 30%.

Responsibilities

Define and lead the multi-year commercial strategy, including revenue models, pricing architecture, and commercial frameworks that support new product introductions, market expansion, and sustainable margin growth.
Partner with senior management and executive leadership to evaluate commercial trade-offs, competitive market dynamics, and portfolio strategy.
Own commercial governance processes, ensuring organizational alignment on pricing, value frameworks, and commercial guardrails.
Oversee solution- and portfolio-level economics, driving optimization of revenue, profitability, and long-term value creation.
Lead enterprise pricing strategy, including package list prices, subscription structures, and global value-based pricing models in partnership with Product, Finance, Marketing, and Supply Chain.
Represent the commercial voice in product strategy decisions, influencing roadmap, lifecycle planning, cost modeling, and monetization strategies.
Establish a best-in-class commercial management function anchored in scalable, highly automated, and agentic workflows that improve business impact, strengthen governance, and reduce margin leakage.
Embed competitive intelligence into portfolio decisions, ensuring Ericsson Enterprise Wireless Solutions maintains a differentiated commercial and value advantage.
Drive the development of advanced tools for business cases, TCO modeling, and customer value quantification across global markets.
Partner closely with the CSO and global sales leadership to improve win rates through robust commercial strategy, escalation support, and high-value deal shaping.
Lead executive level engagement with key enterprise and strategic customers to maximize recurring revenue, unlock deal upsides, and align long-term partnerships.
Oversee channel-centric commercial design that aligns partner economics with go-to-market motions and growth objectives.
Build and lead a high-performing Commercial Management organization, developing talent, capabilities, operating rhythms, and processes that scale globally.
Champion commercial excellence across teams through executive education, commercial playbooks, and enterprise standards for negotiation, deal shaping, and price management.
Partner with Operations and Finance to ensure commercial decisions support financial performance goals, operational feasibility, and disciplined execution.

Benefits

subsidized, nationwide PPO medical benefit options including a low-deductible Point of Service Plan and a qualifying High-Deductible Health Plan (HDHP), with a generous company-provided HSA contribution.
subsidized HMO option through Kaiser (for California employees).
subsidized dental and vision coverage.
401(k) plan with a 4% company match and immediate vesting.
company-paid employee basic life and AD&D insurance.
company-paid disability benefits.
minimum of 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.
comprehensive Employee Assistance Program.
mobile therapy.
volunteer paid time off.