International Business Development Director for Defense
hace 4 semanas
Ericsson is a leading provider of Information and Communications Technology (ICT) solutions. Our vision is to create a world where limitless connectivity improves lives, redefines business, and pioneers a sustainable future.
We are seeking an International Business Development Director to join our Mission Critical Networks (MCN) team. This role will focus on driving sustained and long-term growth for Ericsson in the government and critical infrastructures sector.
The successful candidate will work closely with the MCN global head of sales for Defense and teams within Market Areas (MA) to engage with customers and partners. They will be responsible for securing cross-company collaboration, ensuring that required functions and roles are involved in due time and ready according to the defined strategy.
Key Responsibilities- Lead opportunity qualification in coordination with teams in MA and Business Areas (BA).
- 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, defining stages and targets with associated timeline and resources required.
- Problem-solving driven on qualifying and quantifying the value of Ericsson's 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 to 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.
- Deep understanding of the critical communications market, including 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.
- Bachelor or equivalent experience in engineering with deep understanding of mobile communications market.
- At least 10 years working in related positions and well-accepted in the market.
- Entrepreneurship, capability to plan, anticipate, and adapt to changes, guiding an effective response.
- Perseverance, navigating long-sales cycles with resiliency and self-confidence, while continuing to push avoiding frustration.
- Customer-oriented, understanding end-user environment (operational structure, processes, requirements) and adding new value for customers and for the company, with flexibility to adapt conversations to the receiver.
- Strong analytical skills, performing regular market analysis, defining, and keeping updated business strategy accordingly with clear targets, guidelines, and priorities.
- Teammate, collaborative, and integrity, used to work in multinational and diverse environments, facilitating everyone to perform at their best.
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