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IoT Business Growth Manager

Beijing, China
Sales, Strategy, Marketing, and Commercial Management

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English (US)

Job Description

Date: Aug 27, 2018

IoT Business Growth Manager

 

Description

The Device Connection Platform (DCP) is a connectivity management cloud offering for telecom operators to addresses Internet of Things (IoT) business opportunities. The platform is offered as a service by Ericsson to our operator channel partners which in turn sell managed connectivity services based on DCPs capabilities to their enterprise customers. The telecom operators are the only channel to sell the DCP based services. DCPs business model relies on a revenue share percentage of the operator sales.

 

The team in DCP is further strengthened to support the operator channel partners along the entire service launch phases:

  • Defining Launch Offering
  • Set Go-To-Market strategy
  • Support winning customers
  • Help in their service activation with new enterprises

 

allowing for a shorter the time it takes to sell managed connectivity offerings.

 

We are looking for an experienced person taking on the following roles/responsibilities:

  • guide newly acquired operator partners through the process to establish a go to market strategy & establishment,
  • train the salesforce in selling the managed connectivity offerings based on DCP
  • support to establish operator channel partner marketing campaigns,
  • help operator channel partner sales to acquire & onboard new enterprise customers

 

Accountabilities

  • Run workshops with operator partners to guide them in the process to establish a clear go to market strategy & execution plan
  • Enhance regularly the existing go to market material with new capabilities of the DCP service and new case studies
  • Support operator partners in choosing the appropriate DCP services & functionality to define their products they want to launch
  • Support the operator in creating & finetuning key business processes which ensure a smooth enterprise sales process & DCP onboarding
  • Create sales & marketing materials for operator channel partners
  • Work with operator channel partner sales team to ensure partners have good portfolio knowledge and supporting sales collateral
  • Help the sales force to respond to RFx
  • Collaborate with the operator sales teams to close existing business deals
  • Identify & specify further needed sales and channel partner tools to ease the sales process of the operators

 

Position Qualifications

  • Domain knowledge (embedded connectivity sales & operations to enterprises)
  • Business acumen
  • Market insight and analysis
  • Relationship building
  • Stakeholder Management
  • Project Management

 

Behavioral Competences

  • Analyzing & formulating strategies
  • Presenting & influencing
  • Writing & reporting
  • Adapting & responding to change
  • Planning & organizing
  • Working under pressure

 

Minimum Qualifications & Experience Requirements

  • University degree in Business, Marketing, Communications, Engineering or equivalent training/experience
  • 10+ years of related experience in product management of sales
  • working at or working with a telecom operator sales/product team creating & selling managed connectivity offerings and/or IoT solutions
  • Experience working in a global team
  • A plus is having experience with the DCP service portfolio & practical implementation of the business processes across Ericsson and operators

 

Preferred Qualifications & Experience Requirements

  • Experience working in a dynamic and fast moving environment
  • Experience in supporting sales readiness activities (i.e. customer training, handling of workshops, etc.)
  • MBA degree

 

Language

Fluency in written and spoken English and Chinese. Additional language skills a plus.

 

Location:

Preferred locations are Beijing, Shanghai, Chongqing, Guangzhou, Nanjing

 

Ericsson provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, sexual orientation, marital status, pregnancy, parental status, national origin, ethnic background, age, disability, political opinion, social status, veteran status, union membership or genetics.

Ericsson complies with applicable country, state and all local laws governing nondiscrimination in employment in every location across the world in which the company has facilities. In addition, Ericsson supports the UN Guiding Principles for Business and Human Rights and the United Nations Global Compact.

This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, training and development.

Ericsson expressly prohibits any form of workplace harassment based on race, color, religion, sex, sexual orientation, marital status, pregnancy, parental status, national origin, ethnic background, age, disability, political opinion, social status, veteran status, union membership or genetic information.

 

Primary country and city: China (CN) || || Beijing || SalesStratMkt&ComMgt

Req ID: 251028