Business Model and Monetization Strategy Manager

Job Description

Date: Apr 5, 2019

IoT Studio is a new organization within Ericsson designed to bring a co-creation and rapid innovation approach to develop minimum viable IoT products with industrial IoT players, web-scale players, and/or carriers. The Studio will drive adoption of exciting new opportunities like IoT driven Smart Manufacturing, Connected Cars & Infrastructure, Connected Healthcare, Smart Agriculture, Smart Cities, AR/VR, Network Virtualization, and more.

As the Business Model and Monetization Strategy Manager at the IoT Studio, your primary goal will be to help the Studio achieve its revenue objectives by identifying opportunities with significant commercial potential, developing business models based on in-depth market research, and guiding the overall monetization strategy, including pricing and packaging, for newly developed solutions. Reporting to the Head of Business Development for IoT Studio, you will also partner cross-functionally with the Emerging Business Global Customer Unit and MANA Customer Units (sales), product management, operations, finance, marketing, and commercial management teams across North America and Sweden to conduct rigorous, data-driven revenue model, go/no-go, and build vs. buy vs. enhance analyses to execute on growth opportunities.


You will:

  • Apply data-driven analytical approach to support Go/No-go decisions, including opportunity sizing, pricing sensitivity analysis, customer behavior analysis and economics (e.g. CAC, LTV), ROI of marketing efforts, and market benchmarking
  • Enhance the go-to-market roadmap for IoT solution through customer-facing research to determine which differentiated features and value proposition messages are likely to drive increased product adoption
  • Analyze effects of price, segmentation, and channels on customer conversion and retention, and provide guidance on optimal go-to-market business model for various classes of customers (e.g. enterprise vs. small-business, industrial vs. utilities)
  • Develop innovative business models to unlock market expansion opportunities (e.g. using new routes-to-market and tiered pricing model to target customers with varying levels of willingness-to-pay)
  • Recommend actions to improve market penetration by uncovering cross-sell/up-sell opportunities and by better segmentation of Ericsson offering lineup to match varying needs of industrial, web-scale, and carrier customers
  • Employ rigorous financial modeling and “what if” scenario planning around potential M&A vs. internal platform updates with Cost/Benefit analysis and recommend suitable actions to fully-realize growth and expansion opportunities
  • Interface with customers, partners, and SMEs to conduct deep-dive analysis into market trends, industry practices, competitive offerings, and evolving use-cases, and inform product development and go-to-market roadmaps
  • Analyze and report on impact of investments, develop monthly budget and forecast reports for solutions developed or under development at the Studio, and deliver presentations to product teams, Studio leadership, and Ericsson executive teams
  • Develop and maintain knowledge repository of frameworks and re-usable IP, including business cases, financial models, investment budgets, and market / competitive benchmarks


You have:

  • 10+ years of overall industry experience, with 3+ years across disciplines such as strategy, business operations, analytics, product management, and planning
  • Bachelors-degree in engineering, business, marketing or other related discipline from a top-tier institution. MBA a plus.
  • Demonstrated ability to structure and solve large and complex initiatives from framing the problem, conducting research / analysis to building the business plans through to driving execution to success
  • Strong analytical and modeling skills to work on complex business cases, including expert knowledge of Excel and PowerPoint
  • Prior experience with developing go-to-market plans and revenue forecasts in centers of excellence, startups, incubators, and/or technology accelerators
  • Strong leadership and communication skills – written and verbal – to work with senior executives; at ease with both business and technical discussions
  • Ability to build cross-functional relationships, gain inputs, and drive consensus with key cross-functional, cross-geographic stakeholder teams
  • Superior program and project management skills, ability to work cross-functionally with internal and external stakeholders
  • Experience with conducting primary and secondary research, and synthesizing quantitative and qualitative insights for C-level audiences





DISCLAIMER: The above statements are intended to describe the general nature and level of work being performed by employees assigned to this classification. They are not intended to be construed as an exhaustive list of all responsibilities, duties and skills required of employees assigned to this position. Therefore employees assigned may be required to perform additional job tasks required by the manager.

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Primary country and city: United States (US) ||  || Santa Clara || ProdMgt

Req ID: 274160