MCN Global Business Development Director

MCN Global Business Development Director

Ericsson is one of the main providers of Information and Communications Technology (ICT). Our vision is a world where limitless connectivity improves lives, redefines business and pioneers a sustainable future. Our company promotes and acts under the strongest Ethics & Compliance standards and policies.In the "Mission Critical Networks" (MCN) team, our target is to continue sustained and long-term growth for Ericsson while impacting society by bringing the power of 5G to the critical industries and government communications which are vital for countries and societies!

Our activities now-a-days are focused in following areas:

• Public Safety & Emergency response
• Utilities: Power, Water
• Public Transport: Rail
• Defense
• Digital Airspace (cross-vertical area)

We are now looking for a Business Development Manager who wants to be part of our continuing journey towards the Networked Society. The position is global and our team is diverse and distributed worldwide. Are you up for influencing the future?

About this opportunity:

Ericsson is one of the main providers of Information and Communications Technology (ICT). Our vision is a world where limitless connectivity improves lives, redefines business and pioneers a sustainable future. Our company promotes and acts under the strongest Ethics & Compliance standards and policies.In the "Mission Critical Networks" (MCN) team, our target is to continue sustained and long-term growth for Ericsson while impacting society by bringing the power of 5G to the critical industries and government communications which are vital for countries and societies!

Our activities now-a-days are focused in following areas:

• Public Safety & Emergency response
• Utilities: Power, Water
• Public Transport: Rail
• Defense
• Digital Airspace (cross-vertical area)

We are now looking for a Business Development Manager who wants to be part of our continuing journey towards the Networked Society. The position is global and our team is diverse and distributed worldwide. Are you up for influencing the future?

What will you do :

In this role, you will be responsible to grow short and long-term profitable business for Ericsson in the Utilities industry vertical.From your understanding of utilities industry market dynamics, customer buying criteria, business & technology needs as well as customer operations & objectives, you will manage and mobilize internal resources to lead the company from strategic global business planning to profitable business execution.In your day-to-day activities, you will work under the guidance of the global Head of Sales for Utilities, to grow the business pipeline and the company readiness through proactive engagement with the customer, the Market Areas Key Account Managers organizations and the Business Areas aligning company resources towards customer success.

You will be responsible to:

• Define a cross-company market development plan, identifying and removing any possible roadblocks for the business to materialize, securing that analysts and utilities influential organizations recognize Ericsson as a key player in the area.
• Develop a global business development plan with close collaboration with Customer Units (CUs) leading identified key customers and “must-win” opportunities to secure the foundation for strong company growth in the area.
• Guide CUs on the creation of a specific opportunity long-term business plan based on Ericsson’s accumulated global experience.
• Problem-solving driven on qualifying and quantifying the value of Ericsson proposition to utilities customers. Map customer operational requirements into recommendations and solutions.
• Develop contents and supporting material to steer workshops and c-level customer sessions, including strategic view, global market trends, recommended solutions, deployment and operational models.
• Contribute defining industrial setup (including Go-To-market options) as well as risk analysis, commercial, contractual and negotiation strategy based on long-term sales cycles and customer buying cycles, including public procurement routines.

The position requires deep understanding of the following in relation to the critical communications market:

Familiarity with the industry, understanding economics, dynamics, regulations, and ecosystem.Business development and procurement process within utilities critical communications industry.Industry operational requirements and ways of working, including specific requirements and models for delivery, support, and operating practices.Business models & total cost of ownership cycles over long lifecycle periods.

You will bring :

• Education: Bachelor in engineering (or similar degree) with an understanding of mobile communications market.
• Experience in Utilities market: at least 5 years working in related positions and well-versed in the market with decision-maker and/or influencer relationships.
• Entrepreneurship: capability to plan, anticipate and adapt to changes, guiding an effective response to opportunities. Drive while keeping both a learning and a challenger spirit.
• Perseverance: Navigating long-sales cycles with resiliency and self-confidence, while continuing to push avoidance of frustration.
• Customer oriented:understand end user environment (operational structure, processes, requirements) and add new value for customers and for the company, with flexibility to adapt conversations to the receiver.
• Strong analytical skills:perform regular market analysis, define, and keep updated business strategy accordingly with clear targets, guidelines and priorities.
• Teammate, collaborative and integrity: used to work in multinational, diverse and matrixed environments, facilitating everyone to perform at their best. Lead the change by aligning together all Ericsson arrows as well as customer view.

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Location: Palaiseau, FR

Posted Date: 11/26/2024