Sales Director Business Development

Ericsson • Somerville, NJ

6d • $165,000 - $226,800 • Remote

About The Position

Ericsson's Customer Unit US Mission Critical Networks team delivers technologies and services to hyperscalers and utility customers across the United States. The Sales Director, focused on the Utilities vertical, owns sales strategy, revenue growth, and customer engagement across utility accounts for the Hyperscalers & Regional Accounts team. The role builds and qualifies pipeline, shapes account plans, leads executive relationships, and drives strategic, often multi-year opportunities through negotiation and close across Ericsson's Networks, Cloud and Software Services, Managed Services, and Enterprise Wireless Solutions portfolios.

The position partners with Key Account Management teams and internal and external stakeholders to develop account and opportunity strategies, build trusted utility relationships, and coordinate competitive proposals and customer commitments. It requires knowledge of utility purchasing, regulatory and procurement considerations, capital programs, and mission-critical technology solutions. The role is based remotely in Virginia, United States, and may require travel up to 50%.

Requirements

• At least 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 connecting 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 required.
• Ability to travel up to 50%.

Nice To Haves

• Master's degree preferred.

Responsibilities

• Own Utilities sales strategy, revenue growth, bookings pipeline, and account priorities for the assigned customer set.
• Partner with Key Account Management 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 relationships with ecosystem partners and third-party technology providers supporting 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.

Benefits

• Three medical plan options and a dental plan option, with company credits toward premiums for employees and eligible covered dependents.
• Ericsson US 401(k) Plan with an automatic 3% company contribution and matching contributions of up to 4% when the employee contributes at least 5% of eligible pay.
• Company credits for basic life insurance, basic accidental death and dismemberment coverage, and short-term and long-term disability coverage.
• Option to participate in Ericsson's Stock Purchase Plan.
• Minimum 15 days of accrued vacation for new employees, up to 3 personal days per year, 11 annual holidays, 8 hours of volunteer time, and 80 hours of sick time annually.
• Up to 16 weeks of paid maternity leave and 6 weeks of parental or adoption leave at 100% of pay.
• Financial wellness programs, educational assistance, matching gifts, and recognition programs.
• Opportunity for sales incentives through Ericsson's Sales Incentive Plan.

What This Job Offers

• Job Type: Full-time
• Career Level: Director