our vision is that of a Networked Society, where every person and every industry is empowered to reach their full potential. Our strategy to achieve it is founded on three pillars: Mobility; Broadband; and Cloud. Ericsson will do with Cloud what we have so well achieved with Mobility: a globally scaled infrastructure roll out play. We have a clear plan and the means to make it happen; and we have a track record of excellence in executing our strategies to attest that we will succeed.
POSITION : Cloud Sales Executive
Job summary
- You will be the driving force behind a tremendous sales acceleration of IT Cloud solutions to a select customer / small group of customers.
- The focal point in all business development and sales initiatives directed at building, consolidating, optimizing and transforming the cloud operations and infrastructure of your customer base.
- Your scope cuts across all cloud service models (IaaS-PaaS-SaaS), architectures (Private-Public-Hybrid) and nature of workloads (Enterprise, Business Support Systems and Media).
- The successful candidate will combine a ferocious appetite to develop business; an exceptional acumen in technical, business, market and operational aspects of cloud; and a keen interest to actively develop her organization’s capabilities.
Responsibilities
Secure sales targets
- Seek and qualify leads: conduct in-depth 360° discussions to take stock of the customer business and technology environments, requirements, plans & issues; secure participation in relevant procurement processes (e.g., RFXs)
- Mobilize organization to pursue opportunities: decompose opportunity situation and develop pursuit plans anchored on compelling events to act now; provide structure, clear directions and objectives for engagement teams to act
- Lead sales engagements: lead direct and indirect, virtual/cross-functional teams, seeking assistance within a large, complex organization on proposals, offer development, demos, proofs of concepts, strategy development, 3rd party solutions, etc.; lead responses to procurement processes (e.g., RFXs)
- Close sales: maintain a continuously updated 360° map of “what is needed to close the business”; early and clear articulation of case towards own stakeholders; secure all of the company’s strengths, capabilities and possibilities to secure business on “D-day”
- Own and manage a 48 months sales funnel that secures a significantly growing business
- Identify strengths and weaknesses of Ericsson’s positioning vs. competition in any given situation through research, industry contacts, personal networks, etc.
- Drive knowledge transfer and thought leadership: secure knowledge continuity through immediately-near individuals; active high level participation in global re-use and knowledge sharing
Basic Qualifications
Cloud domain:
- Thorough knowledge of cloud economics: TCO and commercial models, their cost structure and value drivers; make buy analysis
- Relevant real life experience with bimodal IT operations: procuring, selling, implementing, utilizing and/or operating such infrastructures – private and/or hybrid
- Expertise on at least three of the following five cloud stack elements: Hardware / Software Defined Infrastructure, Data Storage, Data / Application Platform, Security, Data Center Facilities
- Expertise on processes and interventions to build, consolidate and optimize cloud operations; and/or to transform data centers into highly available cloud platforms
- Fluent in the ITIL/ITSM framework, agile methodologies and DevOps practices
- Knowledgeable about the most relevant industry players, offers and dynamics: infrastructure, professional services and XaaS
- Bachelor of Business Administration, Science or similar
- Substantial in-field experience from sales/solutions at Ericsson or equivalent
- Experience from working in the field with customers
Superior soft skills across the board:
- Entrepreneurial & Commercial thinking: ambitious, self-driven, go-getter, risk-taker, persuader and influencer, persistent, action oriented, change driver, opinionated (“my business!”)
- Solutions-focused: curious, positive, collaborative, issues into possibilities
- Consultative skills: establish credibility; explore requirements; plan in view of interests, ambitions and possibilities; handshake engagement; deliver on it
- Organizational awareness: establish power-base mapping to sensibly act and plan in accordance
- Superior presentation / communication skills: purposeful structure, crisp content (less is more), actionable delivery
- Maintains good rapport and demonstrates leadership and teamwork in cross-functional teams.
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