About this opportunity:

Create and promote competitive Managed Services (MS) solutions through a consultative approach involving one or set of services, primarily to accounts in GCC (Gulf Cooperation Council), and also supporting deals for any other account in EMEA market area.

Sell competitive Managed Services solutions through a consultative approach, focusing on customer needs, involving one or set of services for one or many accounts.

Purpose of Job Role

Accountable for customer centric MS offerings, including re-use, based on the complete Ericsson MS portfolio. Responsible for creating and taking forward offerings to existing or new customers with potential for substantial growth through innovative business and go-to-market models. Responsible for sales of offerings within Managed Services.

What you will do:

• Responsible for Lead Management to establish a long term business growth in MS in the GCC and EMEA.
• Partner with the related Key Account Management teams in driving customer engagements by providing thought leadership and support in identifying and capturing opportunities.
• Responsible and able to work with customers’ C-level management
• Responsible for long-term engagements and to prove Ericsson credibility in Managed Services with successful business cases.
• Responsible for creating profitable MS Business Cases in line with Ericsson MS Global Directives, controlling the Cost of Sales components following the related Ericsson directives for dimensioning and costing.
• Responsible for obtaining the respective approvals during the engagement in accordance with MS Project Model and Ericsson Sales Process.

What you will bring:

Sales and Process Tools:
Knowledge of Ericsson’s global sales process and its key elements. The ability to execute the process effectively in order to position our business solution as the best choice as early as possible in the customer’s buying process. The knowledge of how to use effectively common sales tools.

Services Knowledge:
The ability to sell our Managed Services offerings to customers through knowledge of sales strategies, customer business cases, key selling points, main customer deliverables, Ericsson business cases, Ericsson Delivery Model (TOM), key Ericsson success stories and sales experiences that can be leveraged in the sales effort.

Commercial Skills:
The competence to develop business modeling, and calculate profitability and risk exposure applicable to individual’s level of responsibilities. Working knowledge of contractual and commercial requirements, terms and conditions, as well as understanding of how these should be applied in different situations and for specific offering types.

Business & Human Competencies

Think Strategically:
Know what is important in order to develop business in both the short and long term. Understand the competition and industry trends and see the big picture. Focus on key market needs and develop solutions and offerings that provide the greatest value for the company.

Target Opportunities:
Regularly seek and identify opportunities to grow the business and act with urgency and enthusiasm when pursuing these. Focus on opportunities that are likely to provide the greatest probability of success. Understand the customer priorities and business needs and be able to identify opportunities that maximize returns. Show persistence, efficiency, and flexibility in making the most out of opportunities.

Win the Business;
Secure business with a combination of business savvy and the ability to gain the commitment of the customer by means of successful influencing and negotiation. Focus efforts on solutions that add value and support profitability. Close the deal efficiently and professionally

Build on Relationships:
Demonstrates social skills and interpersonal sensitivity in interactions with others. Build credibility and trust and establishes strong relationships with colleagues and customers. Leverage relationships to promote business success.

Lead Others
Demonstrate ability to take the lead when working in teams. Able to gain the support of others when working to achieve common targets. Active in initiating continuous improvements and maintaining high standards in team work. Helps others grow their skills. Is engaging and convincing in his/her communications.

Learn and Grow:
Adapt to new demands and remain productive under stress. Dare to try new ways of doing things. Continually expand one’s own knowledge and proactively manage one’s self-development.

Behavioral Competences

• Relating & Networking
• Formulating Strategies & Concepts
• Entrepreneurial & Commercial Thinking
• Persuading & Influencing
• Delivering Results & Meeting Customer Expectations
• Creating & Innovating

Job Role Performance Metrics

• Customer Unit (CU) Managed Services Net Sales
• CU MS Net Sales growth
• CU MS Orders Booked
• Benchmark of actual vs. SDP3 approved MS Business Cases.

Tools & Resources

Besides of the basic IT tools and applications the following tools and resources are used during the job execution:

• Manages Services Project Model,
• Managed Services Business Case Model,
• Ericsson Key Issue Analysis methodology
• Premium Risk Management tool.
• SDP presentation material
• Ericsson use cases and Reference Cases
• EriDoc document management
• EriColl collaboration tool

Qualifications and Experience

• 5-10 years of experience of relationship sales
• 5-10 years of experience from ICT industry
• 5-10 years of experience in Managed Services sales or delivery
• Minimum 5 years in leadership positions for job stage 7 and upwards

MS Engagement Lead resources should be mapped towards job stage 7 or 8

What happens once you apply?

Click Here to find all you need to know about what our typical hiring process looks like.

We encourage you to consider applying to jobs where you might not meet all the criteria. We recognize that we all have transferrable skills, and we can support you with the skills that you need to develop.

Encouraging a diverse and inclusive organization is core to our values at Ericsson, that's why we champion it in everything we do. We truly believe that by collaborating with people with different experiences we drive innovation, which is essential for our future growth. We encourage people from all backgrounds to apply and realize their full potential as part of our Ericsson team. Ericsson is proud to be an Equal Opportunity Employer. learn more.

Job details: Domain Sales Support Manager

Job Stage: 7 - 8

Hiring Manager: Jose Maria Rodriguez