MCN Defense Business Development

Ericsson AB

Grow with us

About this opportunity
Ericsson is one of the main providers of Information and Communications Technology (ICT). Our vision is a world where limitless connectivity improves lives, redefines business and pioneers a sustainable future. Our company promotes and acts under the strongest Ethics & Compliance standards and policies.
In the "Mission Critical Networks" (MCN) team, our target is to continue sustained and long-term growth for Ericsson in the area of “government and critical infrastructures”. We truly believe that we are impacting society by bringing the power of 5G to public services that are important for countries and societies !
Our activities now-a-days are focused in following areas:
* Public Safety & Emergency response
* Utilities: Power, Water
* Public Transport: Rail
* Defense


We are now looking for an International Business Development Director to help defense professionals in their journey to adopt wireless technologies for their operations. The position is global and our team is diverse and distributed worldwide. Are you up for influencing the future?
What you will do
* Work closely with MCN global head of sales for Defense as well as with teams within Market Areas (MA), bringing a proactive approach in engagements with Customers and Partners (meetings, events, co-creation projects, etc..).
* You will secure cross-company collaboration, securing that required functions and roles in both MA and business areas (BA) organizations are involved in due time and ready according to the defined strategy. You will be responsible to:
* Lead opportunity qualification in coordination with teams both in MA and BA areas.
* Develop sales strategy for qualified opportunities, including a "win-plan" covering all key areas required to develop the business.
* Guide on the creation of a specific opportunity engagement plan; define stages and targets with associated timeline and resources required.
* Problem-solving driven on qualifying and quantifying the value of Ericsson proposition to defense customers. Map customer operational requirements into recommendations and solutions.
* Develop contents and supporting material to steer workshops and customer sessions, including strategic view, global market trends, recommended solutions, deployment and operational models.
* Contribute defining industrial setup (including Go-To-market options) as well as risk analysis, commercial, contractual and negotiation strategy based on long-term sales cycles and public procurement routines.

The position requires deep understanding of the following in relation to the critical communications market:
* Familiarity with the industry, understanding economics, dynamics, regulations and ecosystem.
* Business development and procurement process with Government and public agencies in charge of Defense communications services.
* End-users operational requirements and ways of working, including specific requirements and models for delivery, support and operating practices
* Business models & total cost of ownership cycles over long lifecycle periods