Head of Sales (740243)
Ericsson AB / Chefsjobb / Stockholm
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hela Sverige About this opportunity
New Business Area Cloud Software & Services (BCSS) is created to capitalize on the opportunity of the convergence of cloud and services. As our customers deploy 5G, our aim is to accelerate the optimization and automation of increasingly complex networks, by transforming to cloud native software and services. This, in turn, will enable them to provide more competitive services, at a faster pace. BCSS combines extensive capabilities in R&D, services, software, lifecycle management and AI to create a competitive position and secure the success of our customers. Our more than 30 000 Cloud Software and Services employees support global customers across 180 geographies.
Sales and Commercial Management (SCM) has several areas of responsibility across sales, commercial management, partnering, insights & sales enablement, programs and bid office. Key areas of accountability include strategic insights, Ericsson Business Delegation (EBD), BA escalation point and commercial approver for deals that go outside EBD as well as certain BCTC's, develop and promote commercial strategies, commercial and contractual guidelines and assets, expert commercial deal support, vital terms and conditions deal support, and if applicable, partnering deal support, global price analytics, commercial intelligence, execution of BA sales programs and lead bid office, creation of competitive and strategic insights, communication via global sales forum, and lead partner management.
As a member of the SCM leadership team, the successful candidate will need to demonstrate a strong ability to drive, motivate collaboratively with Market Area and Solution Area teams and actively contribute to the overall success of the SCM team and BCSS.
Head of Sales
This role will be a direct report to the Head of Sales and Commercial Management. This role will be based in Sweden.
What you will do
Support and challenge the respective MA teams to win profitable business in line with the BA's strategy and commercial guidelines, leverage deal guidelines.
Drive select business development activities in the MA's.
Support commercial management in implementing BA commercial policies in MA.
Assume responsibility for the sales and business decision on behalf of BCSS.
Drive and own business customer concern; orchestrate BA techno-commercial support (deal shaping, value optimization); coaching and tactical focus on deals, strategic focus on sales development.
Sales Support for the full BCSS Portfolio enabling Account teams to sell more.
Build and maintain positive relationships with key partners in MA (CSS domain, CM, CU's) in BA (SA sales).
Good communication and alignment with other BA's representatives for the same MA, particularly BNEW.
Act as a voice of the Market Area within the BCSS, support and communicate Market Area needs and ensure accountability from Business Area partners.
Follow-up on MA Sales & Profitability providing full support and recommended actions specifically regarding High Impact Deals (HIDs).
Participate/driver in multi-stakeholder meetings & events (e.g. MWC, selected customer meetings).
You will bring
Key Attributes:
Ability to create a ONE team approach through a strong collaboration within BA and MA.
Have a proactive and collaborative approach.
Collaborative negotiation skills. Strong and clear communicator.
Exhibit strong matrixed Leadership Skills.
Have an ability to switch between the big picture and details.
Drive speedy, fact-based decisions, analytical approach.
Have Strong Commercial competence.
Have market/Competitor knowledge.
Have good understanding of the BCSS portfolio and technology.
Leadership:
Excels in execution: work in the ways of EBD for effective implementation.
Courageous Leadership - ability to balance stakeholders who may have different positions and drive towards an effective solution to move forward. Capable of taking uncomfortable decisions when required.
Ability to innovate in sales - ability to find new commercial solutions that is satisfactory for the MA and BA.
Proactive collaboration - Be a valuable member of the deal teams.
Drive Innovation and Customer Excellence.
Positive, committed to and able to drive change.
Strong organizational and communication skills.
Minimum Requirements:
University degree.
Have 10 years of experience in the company and min 5-7 years in Sales and/or Commercial Management, partly interfacing customers.
Sales or pre-sales experience from SA Sales Support and/or Market Area CSS domain.
Extensive track record of successfully achieving results in a complex cross functional organization.
Experienced in leading matrixed teams.
High integrity.
Why join Ericsson?
At Ericsson, you 'll have an outstanding opportunity. The chance to use your skills and creativity to push the boundaries of what 's possible. To build never seen before solutions 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.
What happens once you apply?
Click Here to find all you need to know about what our typical hiring process looks like.
If you have any specific questions about this role, please contact recruiter Stefan Vasiljevic at
stefan.vasiljevic@ericsson.com.
Kindly note that we cannot process applications sent via email.
You will report to: Head of Sales and Commercial Management.
Location for this role: Stockholm, Sweden
Last day to apply: As soon as possible.
Så ansöker du Sista dag att ansöka är 2024-01-19
Klicka på denna länk för att göra din ansökan Omfattning Detta är ett heltidsjobb.
Arbetsgivare Ericsson AB (org.nr 556056-6258)
Torshamnsgatan 23 (
visa karta)
164 40 KISTA
Arbetsplats Ericsson
Jobbnummer 8377562
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