Go To Market Manager - Device & Data Management (IoTA) (413354)

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Come, and be where it begins.


Our Exciting Opportunity
Within Ericsson the 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, Device & Data management (Ericsson’s IoT Accelerator), connected vehicles, monetization and security threat analytics and remediations. Our IoT platform is supporting more than 5000 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. Customer Success is part of the commercial management unit, which supports all current and future IoT businesses (e.g. IoT platform, Automotive/Transport services, etc.) in strategic and operational aspects. The Go to Market teams is part of the Customer Success unit.

As an important part of our Ericsson IoT Accelerator (IoTA) Customer Success initiative, we are looking for a Go to Market (G2M) Manager for our Device & Data Management SAAS.

The role requires a person who is eager to help the business growth of our mobile network operator partners and support them in setting-up and growing their business with IoT Accelerator Device & Data management. Commercial launches are supported by the role through workshops and interactive learning sessions. These activities are key to continue the success of IoT Accelerator Connectivity Management for the customers and Ericsson.

The successful candidate has experience in Device & Data Management SaaS solutions, knowledge of launching new services with customers, has a “customer first” mentality and will work in collaboration with Ericsson teams involved in the customer launch.

You can identify customer knowledge gaps and create material which fill these knowledge gaps through customer workshops. If needed you are flexible to support the IoT Sales organization in various stages of customer, the engagements and able to build methodology documentation which can be shared across customers.


You will
Support the commercial launch and development of the Ericsson renewed IoT Accelerator Device & Data management proposition.
Educate and demonstrate mobile network operators and their Enterprise customers how Device & Data Management can be integrated in their IoT solutions and how it can add value to the Enterprise business processes.
Develop G2M programs for launching Device & management SAAS offerings with mobile network operators, in collaboration with other Ericsson teams involved in the launch.
Conduct G2M sessions, guiding operators to launch IoTA Device Management.
Develop new and adjust existing materials to support workshops and collaborate with internal partners to assure quality.
Build Best Practice materials based on learning from customer engagements and market developments.
Spread Best Practice takeaways through the eco-system of customers (mobile network operator partners) and educate internal teams on takeaways from engagements with our customers.
Report into Head of IoT Go to Market support.



We expect you to function as a domain specialist on IoTA Device Management within the Go to Market team and the wider Customer Success team. Together with the Ericsson teams you need to have a desire for our Customers’ Success and best interest to mentor them by focusing on a benefits story towards their customers. Able to understand customer demands and translate them into materials to educate the customer and be ready to adapt the style of communication appropriately to the audience/receivers. To be self-started, flexible and make do with the task at hand is crucial in our strive for customer success. Along the way we will have a lot of fun!


To be successful in the role you must have
A minimum 10 years’ experience in commercial roles focused on IoT device management software. Preferably in a Telecommunications provider or and IoT device manufacturer.
A combination technical and commercial skills to become the trusted partner for customer launches.
Experience with Device & Data Management SaaS demo’s and value propositions dialogues towards mobile network operators and their Enterprise customers.
Thorough understanding of the IoT device management protocols (i.e. MQTT, CoAP, HTTP and LwM2M) and the ability to translate features/specs into value propositions for operators and enterprises.
Understanding of the IoT Device management eco-system players and their market offerings.
Understanding of the LPWA technologies (e.g. NB-IoT, Cat M1, LoRa and Sigfox)
Experience in cloud business and subscription-based business models is a plus.
Experience and/or understanding of customer success programs in a B2B environment.
Basic understanding of a telecom network and IoT applications.
Interested in understanding of IP related technologies and nodes: routers, switches, firewalls.
Ability to travel globally (up to 50%) if needed.



What happens once you apply?
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Location for the position: Preferred location: Stockholm, Sweden. Open to potential placement in other European countries or Japan.

Feel free to apply and include resume in English, outlining how you meet the specific requirements of the position.
The selection and interview process are ongoing. Therefore, send in your application as soon as possible, by September 13th at the latest.

Kindly note that we do not accept applications sent via e-mail.

We welcome the opportunity to meet you!