Head of Sales

27 May 2018
24 Jun 2018
Contract Type
Full Time
The future will look very different and the future starts today. We are re-inventing the services provider experience and intend to accelerate the latest innovations seen in both mobile and cloud. Ericsson Digital Services does this by delivering best in class solutions and platforms with leading technologies, built and delivered by the best people. Now we're taking the next step, leveraging web scale with an iconic user experience for our customers and their customers, and therefore be the partner of choice for service providers. Ericsson Digital Services provides solutions and platforms in OSS, BSS, Telecom Core, Communication Services and Cloud Infrastructure - leveraging cloud and automation technology. The Independent Operating Unit (IOU) XaaS has responsibility to transform the BDGS portfolio to a SaaS model and drive scale with common operating models within IOU and across SAs, MAs and BAs. The Head of Sales will drive global XaaS sales growth across a growing portfolio of aaS offerings. Additionally, s/he will also be responsible for the development and deployment of common commercial and sales models across SAs, MAs and BA supported by relevant BDGS units, e.g. BDGS Commercial Management, SAs' offering leads and SAs' Sales Support teams The role reports to the GM of the IOU XaaS. Responsibilities of XaaS Sales include to: * Together with Strategic Service Managers in IOU, SAs and MAs/CUs drive sales uptake, including the necessary step of building relationships with and motivating MA and CU staff on all levels (CU heads to account and solution managers). * Drive development of commercial and sales strategies and blueprints, e.g. terms and conditions, pricing. * Develop the sales material needed in the customer interface, together with SAs when applicable. * Support CUs throughout specific business opportunities. * Support Strategic Service Managers within IOU and SAs in developing Go-to-Market plans for offerings. * Support MAs/CUs in developing the capability to sell and deliver XaaS and execute their responsibilities in this model. * Through benchmarks know applicable software industry best practices relating to the above areas. Main KPIs * Customer uptake of XaaS offerings. * Customer contracts following commercial framework. * Main interfaces * CU KAM / BD teams for sales readiness and to ensure standard XaaS commercial and contractual blueprint are adhered * BDGS Commercial Management for commercial strategies and blueprints. * SA Sales Support teams to align on standardized commercial model and pricing * SA SPMs for commercial definition of offerings, sales material and Go-to-Market plans * Executive level commercial and sales experience from front-end, 10+ years (KAM or equivalent) * Outstanding communication skills (written and spoken * Outstanding ability to collaborate across teams * Either or both of * Experience from global commercial as-a-Service sales * Fluency in sales at Ericsson from MA/CU front-end. Ericsson will be relocating from Guildford to Reading in October 2018, as such candidates should be able to get to both locations and comfortable with Reading as the long term location.