OUR OUTSTANDING OPPORTUNITY !

As part of Network operations transformation program, Services Sales has been consolidated in the respective Service Lines. As Head of NRO Services Sales you will lead a team of Sales Support people responsible for meeting the Network Rollout business growth and profitability ambition for MOAI. There is an exciting opportunity for anyone with strong Network Rollout experience looking for a career in services sales. The successful candidate will be part of MOAI Network Operations Service Line Build leadership team, reporting to Head of Service Line Build and act as main NRO business driver for Network Rollout services supporting all the Customer Units within the Market Area.

Education & Experience: Bachelor or master’s degree in Telecom or Business administration

• Vast experience in leading sophisticated Radio & Transport Network rollouts, swaps
• Very good technical knowledge about Ericsson RAN and related products.
• Deep understanding in RAN Solutions with cross Domain understanding across all Network Layers and technologies
• Adequate knowledge in application and adoption of tools & automation used for project management
• Good knowledge of Ericsson’s products, including switching, access and transmission systems and understanding of Ericsson’s ASP/3PP Solutions
• Strong 3rd Party / Vendor Management & negotiation skill

KEY RESPONSIBILITIES !

MOAI Network Operations Service Line Build is the services organization delivering Network Rollout Services for the Market Area.

The position will have the following responsibilities:

• Drive domain sales by supporting Key Account Managers (KAM) organization with business development and domain-specific sales activities, securing that Ericsson is perceived as a preferred partner, work on a strategic level to identify leads and opportunities for MOAI Customers, and together with the KAMs, develop a winning strategy for selected deals.
• Support KAMs, CU Ops and SLs NRO business stakeholders in the definition of the NRO strategy and business plan.
• Supervise the innovations in NRO portfolio, go to market, commercials models etc, and ensure their adoption in the Market Area.
• Presales support for most relevant NRO engagements in MA. It includes support in defining engagement strategies, solutions and commercials based on customer needs, help with the negotiations to get the best outcome satisfying both customer and Ericsson. This activity requires close co-operation with NRO Technical Sales Support, BA Competence Units/SDU and regional sales directors’ and counterpart from other PA/BAs.
• Ensure consistency to BA sales process and business delegation. Early involvement in case of non-delegated BA engagement to review reason, engagement details and orchestrate BA approvals.
• Post sales follow-up for the largest BA NRO Engagements, support to fulfil SDP3 arguments, when deviations occur.
• Understand and follow-up NRO business and operational performance of the CU, as business financials, sales funnel, forecasts, KPIs. Support vital actions, as needed
• Lead activities to build customer success cases, reference solutions and sales standard methodologies.
• Lead account planning sessions, thought leadership activities, and evaluate Ericsson’s current strategy and plans in relation to customer’s strategic plans, as input to account planning.
• Support commercial management teams to ensure price, margin and other terms and conditions in line with company guidelines and in cost optimization.
• Establish and maintain the installed base retention and growth plans, drive business continuity including innovation, add-on sales, up-sales & software sales business models.
• Gather and analyze competitor information, secure understanding of market, competitors and their value propositions, including market acceptance; provide insight on how new trends will affect customer business.
• Work closely with Portfolio and Delivery teams to secure delivery readiness capabilities and building solutions to meet customer requirements.
• Drive sales of new evolved NRO Portfolio

TO BE SUCCESSFUL IN ROLE YOU MUST HAVE

• Education & Experience: Bachelor or master’s degree in Telecom or Business administration

• Vast experience in leading sophisticated Radio & Transport Network rollouts, swaps

• Very good technical knowledge about Ericsson RAN and related products.
• Deep understanding in RAN Solutions with cross Domain understanding across all Network Layers and technologies
• Adequate knowledge in application and adoption of tools & automation used for project management
• Good knowledge of Ericsson’s products, including switching, access and transmission systems and understanding of Ericsson’s ASP/3PP Solutions
• Strong 3rd Party / Vendor Management & negotiation skills