IoT Sales Manager China

Job Description

Date: Mar 1, 2019

We are looking for an experienced IoT Sales Manager for China

 

Ericsson’s strategic intent with the IoT business is to become a leader in IoT connectivity and platforms, and to secure new profitable growth for our CSP customers and Ericsson. IoT is also a key success factor for 5G.

 

IoT is an Acceleration Operating unit within Business Area Technologies and New Businesses and serves as an incubation zone within which potentially disruptive technologies are developed with the ambition of becoming a transformative and profitable future business in Ericsson.

 

Reporting to the  the Head of IoT Platform Sales Engagement for MIddle East & Africa,  IoT Platform Sales Manager is responsible, in collaboration with the Market Area, for driving new sales towards carefully selected CSPs, enabling the CSPs to sell based on our IoT platform and to growing the business by influencing enterprise engagements toward our platforms. Since the business of the enterprises is more and more global, supporting the cooperation among CSPs located in various Market Areas becomes crucial to capture the full business potential for the CSPs and Ericsson.

 

KEY RESPONSIBILITIES AND DELIVERABLES:

—Account manager role scouting for potential CSP Recruitment candidates and driving qualification securing that new CSPs has the right fit & capabiliites to re-sell IoT platform service to enterprises

—Support Customer Units (CU) in Market Areas during sales process

—Establish relation to key IoT stakeholders in customer

—Prepare engagement plan, in agreement with CU and manage engagement until finalized contract negotiations

—Establish a true business partnership with appropriate CSP departments and establish a win-win culture

—Own and drive the IoT Account Plan considering commercial, techical and operational needs of the CSP defining key engagement activities to remedy gaps and drive growth.

—Business planning & follow-up with stakeholders at CSP together with CUs

—Proactively identify and upsell additional services from the IoT Accelerator (IoTA) Platform, to further drive growth for the CSP and Ericsson

—Establish a true business partnership with appropriate CSP departments and establish a win-win culture

—Own and drive the IoT Account Plan considering commercial, techncial and operational needs of the CSP defining key engagement activities to remedy gaps and drive growth.

—Business planning & follow-up with stakeholders at CSP together with CUs

—Proactively identifiy and upsell additional services from the IoTA Platform, to further drive growth for the CSP and Ericsson

—Review operator sales pipeline and align timing of additional Ericsson services setups

—Provide business and sales support for selected enterprise deals

—Work actively to support leads brought by Ericsson to the CSP and ensure timely closure of deals by the CSP

—Introduction to other CSPs to facilitate the cooperation and creation of global enterprise offerings

CRITICAL EXPERIENCES AND SKILLS

 

  • Proven track record in relationship sales roles, commercial management and business development at scale in China
  • Proven skills in building and maintaining customer and partner relationship 
  • Proven experience in indirect sales methods and strategies
  • Solid understanding of critical industry pain points and key emerging technologies
  • Domain experience from IoT Platform business and operating models
  • Understanding of Ericsson IoT portfolio, market positioning, and competitor profiles
  • Outstanding teamwork, networking and collaboration skills

 

Language:

 

Fluency in written and spoken English and Chinese. 

 

MNEAHJ HJ

 

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: 272694