Head of IoT Commercial Management

Job Description

Date: Sep 18, 2019

Ericsson is seeking to hire the Head of Commercial Management one of our fastest growing business in Ericsson.
Business Area Technology & New Business (BTEB) IoT is driving new business in the fast-growing area of Internet of Things (IoT). We are offering platform services for connectivity management, connected vehicles, monetization and security threat analytics and remediations. Our IoT platform is supporting more than 4000 enterprises globally across 100+ countries through our mobile network operator partners. The nature of the business is dominated by as-a-Service business models, translating enterprise and customer needs to scalable solutions and manage the rapid change as the market and our offerings evolve continuously. The commercial management unit supports all current and future IoT businesses (e.g. IoT platform, Automotive/Transport services, etc.) in strategic and operational aspects.
As part of the strategic work the team is responsible to analyze, finetune and evolve the business models from our IoT offerings. In addition, the team gathers business and commercial intelligence and develops strategies to create compelling commercial models. This also includes the alignment and experience sharing with product management and other business areas in Ericsson.
Operationally the unit support all customer engagements in contract negotiation, pricing, commercial terms & conditions and contract management. This also includes development of tool support to e.g. calculate business cases for our customers and driving the automation of the entire contracting, pricing and invoicing process. In the post sales phase, the sales teams are being supported with business analysis & tracking. 
In your role as Head of Commercial management you lead an existing team of highly skilled professionals which needs to be further expanded. The scope of the offering is expanding requiring high engagement and innovative approaches to capture new values and resulting in higher revenues for the services providers and for Ericsson. A key challenge is to evolve the business models and understand the pricing levels across the globe in the fast paced and dynamic IoT business.  
You are part of the IoT sales and customer success organization and report to the Head of Sales Engagement, Commercial Management and Customer Success, Internet of Things (IoT).

Critical experience and skills
•    Proven track record of relationship sales roles, commercial management and business development at scale.  
•    Proven experience in indirect sales methods and strategies within an emerging business area ( e.g IoT)
•    3-5 years domain experience in telecom operator and enterprise business modelling and pricing
•    3-5 years’ experience in building, developing and inspiring high-performance teams 
•    Outstanding teamwork, networking and collaboration skills - strong experinece with building, leading and inspiring teams.

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

Academic degree, MSc or equivalent in Engineering or Business



Preferred in Stockholm, Kista

Last day to apply: 23rd September


Should you have any questions, feel free to connect with the resposible recruiter, Lukasz Rokitowski at lukasz.rokitowski@ericsson.com.


Why is Ericsson a good place to work?
Ericsson enables communications service providers to capture the full value of connectivity. The company’s portfolio spans Networks, Digital Services, Managed Services, and Emerging Business and is designed to help our customers go digital, increase efficiency, find new revenue streams, and create new user experiences. Ericsson’s investments in innovation have delivered the benefits of telephony and mobile broadband to billions of people around the world ensuring our solutions – and our customers – are at the forefront of innovation.   We support networks that connect more than 2.5 billion subscribers. With close to 100,000 employees and customers in 180 countries, we combine global scale with technology and service leadership.  40 percent of the world’s mobile traffic is carried over an Ericsson network.  And, our Technology for Good and Connect to Learn programs include creating technology that makes it easier to save lives, feed societies, bring technology to emerging markets and connectivity to remote areas, and grow businesses and prosperity.


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Primary country and city: Sweden (SE) || || Stockholm || ProdMgt; SalesStratMkt&ComMgt

Req ID: 286933