上海招聘

Ericsson Overview

Ericsson is a world-leading provider of telecommunications equipment & services to mobile & fixed network operators. Over 1,000 networks in more than 180 countries use Ericsson equipment, & more than 40 percent of the world's mobile traffic passes through Ericsson networks. Using innovation to empower people, business & society, we are working towards the Networked Society, in which everything that can benefit from a connection will have one. At Ericsson, we apply our innovation to market-based solutions that empower people & society to help shape a more sustainable world.

We are truly a global company, working across borders in 175 countries, offering a diverse, performance-driven culture & an innovative & engaging environment where employees enhance their potential everyday. Our employees live our vision, core values & guiding principles. They share a passion to win & a high responsiveness to customer needs that in turn makes us a desirable partner to our clients. To ensure professional growth, Ericsson offers a stimulating work experience, continuous learning & growth opportunities that allow you to acquire the knowledge & skills necessary to reach your career goals.

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Job Summary

The Global Utilities team is responsible for managing the global sales funnel and is responsible for securing successful sales (key opportunities) by coaching and supporting local account teams. Additionally the team is also responsible for continuous development of a global portfolio of offerings and is contributing to global strategy definition. Key offerings in current portfolio are targeting the Smart Grids market.

Responsibilities & Tasks

As Principal consultant to the Global Utilities team, your role is to significantly contribute to Ericsson’s global commercial success in the emerging Smart Metering & Smart Grids market. You will, together with the rest of the composite team (Consultants and Solution Architects), be responsible for:

· Developing the global sales funnel and for leading customer engagements towards the most important opportunities necessary for reaching short and mid term sales targets, in close cooperation with regional and local sales and engagement teams.

· Identifying industry and customer needs, influencers and decision makers where Ericsson successfully can establish a bridge-head for long-term business, and for feeding back market insights to Ericsson Business Units and Regions.

· Developing winning solution value propositions for successful customer engagements, and sell & deliver consulting services based on these value propositions.

1.1Responsibilities

· In close cooperation with the Customer Units in the Regions, develop and promote customer-specific engagement topics and tactics, addressing the business needs of the utilities industry, and leading to sales of complete solutions comprising hardware, software and services from Ericsson as well as from 3PP partners.

· Sell and deliver consulting engagements and leverage on consulting engagements for identifying the relevant offerings for utilities industry customers.

· Based on customer specific needs, identify and establish relations with strategic partners that are essential for a successful customer project.

· Proactively seek out business opportunities in ongoing projects and existing customer engagements for continuous up-selling and repeat sales.

· In close collaboration with the Customer Units in the Region, proactively drive customer dialogue on long-, medium-, and short-term topics to establish trust, build business partnership, and generate and qualify new leads.

· Support scoping and planning of customer specific projects in collaboration with Customer Unit/Key Account Manager, and Operations.

· Deliver financial performance ahead of targets, e.g. orders booked and key deals.

· Contribute actively to a culture & way of working characterized by proactive attitude, teamwork focus, strong performance ethics, high professionalism and high energy. Leading by example.

· Contribute actively to best practice sharing and knowledge management in the global Ericsson Utilities Industry Community.

· Participate in the core team for the global utilities industry strategy with the goal to deliver on medium- and long-term goals.

· Significantly contribute to the global building of assets, including development and re-use of offerings, processes, methods and tools, and best practice sharing.

· Establish Ericsson as influencer in relevant regional and global industry forum.

Requirements

Education

· University degree in Business or Engineering / ICT. MBA an advantage.

Experience

· Proven track record of achieving results (6-10+ years)

- in a professional services business focusing on the utilities industry and/or

- in a senior operational business role at a global utilities company or Telematic Service provider.

· Solid understanding of regulatory environments, value chains, major stakeholders, business models and business processes in the utilities industry.

· Proven experience from translating business needs into requirements on ICT solutions and operations.

· Generalist and sales profile, with an edge in business strategy

o Significant (6-10+ years) experience from management consulting, sales/business development, in particular towards utilities industry.

o Sales driven with a strong business mind-set.

o Excellent Team working and Interpersonal skills applied on customer relations.

· Consulting lead sales and Consultative selling capability

o Strong track record in engaging with C-level at customers.

o Expert in listening, scoping & translating customer issue into business opportunities. Familiar with multiple engagement models.

o Creative in terms of ability to see and make things in a new or different way, capability of developing inspiration, innovation or insight.

o Strong influencing skills. Strong presenter. Structured communicator.

· Proven track-record in strategy and / or operational consulting towards the Utilities Industry, in particular Distribution System Operators. Experience in:

o Strategy development and implementation

o Business process re-engineering

o Change management, in particular technology driven transformation

· Financial literacy

o Solid capability to analyze financial KPIs at utilities industry customers and explain how proposed solutions directly and indirectly influences these KPIs:

o Ability to explain the drivers of shareholder value.

o Advanced business case modeling skills.

· Project & program management experience

o Project / Program Manager skills.

o Excellent Planning and Organization skills.

o Change management exposure.

o Willingness and proven capability to act as entrepreneur in a “start-up” environment.

o Stakeholder management experience.

To apply this position, please visit

https://performancemanager12.successfactors.eu/sfcareer/jobreqcareer?jobId=22899&company=Ericsson&username=

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