Senior Commercial Manager

As the technology firm that created the mobile world and a rich history of 145 years of building ground-breaking solutions and innovative technologies supported by 60,000+ patents, Ericsson has made it our business to make a mark. When joining our team at Ericsson you are empowered to learn, lead and perform at your best, shaping the future of technology. This is a place where you are welcomed as your own perfectly unique self, and celebrated for the skills, talent, and perspective you bring to the team.

Ericsson Enterprise Wireless Solutions (BEWS) is the group responsible for leading Ericsson's Enterprise Networking and Security business. Our growing product portfolio spans across wide area networks, local area networks and enterprise security. We are the #1 global market leader in Wireless-WAN based enterprise connectivity solutions and are growing fast in enterprise Private 5G networks and Secure Access Services Edge (SASE) solutions.

How Will You Contribute to the Company?

Ericsson Enterprise Wireless Solutions is actively seeking an inspiring Senior Commercial Manager. The Senior Commercial Manager role is a key strategic role for Ericsson Enterprise Wireless Solutions to achieve its business targets. You will be expected to seamlessly navigate across all organizations to create the preferred commercial recommendation which delivers the right solution to meet the customer's requirement. Therefor you must have high technical solution and commercial skills to generate the optimized recommendation. You are expected to use these skills to increase our commercial intelligence and amplify our strategic value.

What Will You Do?

• Create and anchor the commercial strategies and tactics enabling Ericsson Enterprise Wireless Solutions to increase our Win-Rate

• Support Sales in creating an optimized and competitive customer and Company business case for a deal

• Develop models and recommendations to optimize revenue and margins

• Responsible for setting package list prices based on value working with Product Management, Marketing, Supply Chain, and own competitive and market analysis/knowledge

• Key conduit to Product Management and Supply chain on how to improve our solution economics based on deal trends, competition, and market trends

• Partner with Product Management to define service and subscription packaging

• Create and/or evaluate alternative business/commercial models

• Enhance competitor understanding and tactical value augmentation to increase:

• Commercial intelligence

• Normalization to competition

• Improve Sales and Channel Partner negotiation tactics

• Continuously engaged with the Product Organization to stay up to date on strategy, new product offerings, lifecycle stages and participation in roundtable sessions and Virtual teams

• Work with Channel organization to understand how Company commercial & business models can align with the various partner RTM

• Create and enable upsides through smart tendering

• Enabling increased sales and product value setting through knowledge sharing of best practices

What You Bring:

• Price management skills - understand how different commercial models and price levels will influence the tender and future revenue streams. Use the solution competence to support price management in creating the most profitable and competitive solution

• Solution skills

• Complete Ericsson Enterprise Wireless Solutions view and can create and argue for the value of the various Company solutions best suited for customer from both a technical and commercial perspectives

• Analytical skills

• Analyze deal requirements and propose the best solution. Create business cases, value calculators, normalization, and TCO tools. Data-backed synthesis of customer behavior and product line performance

• Negotiation skills

• Can represent Ericsson Enterprise Wireless Solutions in discussing overall commercial solutions. Able to communicate the customer narrative to influence others to make customer-backed decisions and take fast action

• Dimensioning skills

• Entrepreneurial mindset: be innovative and willing and able to challenge the status quo, as well as be a seasoned risk taker who makes data-driven decisions. Understand how various licensing models and subscription terms will influence a deal and can propose an optimal commercial solution

• Presentation skills - comfortable presenting to internal and external stakeholders including customers and partners at any level in the company hierarchy

• Contract management skills - understand how different KPIs, and Terms & Conditions affect profitability and being able to suggest responses to customer requirements that minimize Company risks and enables upsides in sales

Qualifications

Minimum Qualifications:

• Bachelor's Degree

• Four to seven (4-7) years of experience within one or several of the following areas/functions: Commercial Management, Product Management, Sales Engineering, Account Management, Channel Partner Management, Pricing

• Experience in Cloud and SaaS platforms, subscription-based packaging, and recurring revenue models

• Ability to travel up to ten percent (10%)

Bonus Points:

• Master of Business Administration (MBA)

#LI-Remote

Why Ericsson Enterprise Wireless Solutions?

At Ericsson Enterprise Wireless Solutions, we are one team - all in on inclusion. Celebrating the uniqueness of our individual team members across the globe helps us build diverse teams where we all can thrive. Our connected, community-focused culture enables each one of us to perform at our best and fully be ourselves.

Our values drive everything we do:

• Respect: we don't point a finger; we lend a hand.

• Integrity: we do the right thing, even when it is hard; we make fact-based decisions.

• Perseverance: we accept and embrace change; we have a passion to win!

• Professionalism: we hold each other accountable.

We are creating the future of global connectivity and community. Come join us. You belong here.

Compensation & Benefits at Ericsson Enterprise Wireless Solutions

At Ericsson Enterprise Wireless Solutions, we know that our people are the key to our success. We offer a competitive compensation and benefits package to help with your individual needs and goals.

Your Pay:

The salary range for this position is listed below. The actual salary offered is dependent on various factors including, but not limited to, location, the candidate's combination of job-related knowledge, qualifications, skills, education, training, and experience.

$119,700.00 - $222,300.00

Your pay also includes the opportunity for an annual bonus. This variable pay opportunity is dependent upon the attainment of agreed to goals and objectives as determined by our Senior Leadership team. Certain eligibility and pro-ration rules apply.

Your Health:

Ericsson Enterprise Wireless Solutions offers excellent, competitive employee benefits, such as: subsidized, nationwide PPO medical benefit options including a low-deductible Point of Service Plan and a qualifying High Deductible Health Plan (HDHP), with a generous company-provided HSA contribution. For California employees, we offer a subsidized HMO option through Kaiser. Ericsson Enterprise Wireless Solutions also offers subsidized dental and vision coverage.

Your Financial Security:

Ericsson Enterprise Wireless Solutions invests in both your short and long-term financial wellbeing. Our 401(k) plan has a 4% company match and immediate vesting. Employees will also receive company-paid employee basic life and AD&D insurance and company-paid disability benefits.

Your Time:

Your work-life balance is important to us. Ericsson Enterprise Wireless Solutions provides generous paid time off, including: 15 days of Flexible Time Off (FTO), four paid quarterly well-being days, and 11 paid annual holidays (includes nine company holidays and up to two floating holidays).  Please note that an employee's FTO balance and floating holidays may be prorated in the first year, based on start date. We also offer paid maternity-leave benefits and six weeks 100% paid family leave for all employees.

Additional Benefits:

Ericsson Enterprise Wireless Solutions offers other company-paid benefits such as a comprehensive Employee Assistance Program, Talkspace mobile therapy, and volunteer paid time off.

Ericsson Enterprise Wireless Solutions' Diversity, Equity, Inclusion, and Belonging mission is to create an inclusive work environment where all employees' differences are celebrated, their thoughts matter, and everyone feels safe to bring their authentic selves to work. We're proud to be an equal opportunity employer and aim to attract, develop, and engage top talent from a diverse candidate pool. It is our policy and commitment to provide equal opportunity employment for all persons and not discriminate in employment decisions by placing the most qualified person in each job, without regard to any other classification protected by federal, state, or local law.

Please note: Ericsson Enterprise Wireless Solutions does not accept agency resumes and is not responsible for any fees related to unsolicited resumes. Please do not forward resumes to Ericsson Enterprise Wireless Solutions employees.

The deadline to apply to this role is listed below.

05 / 31 / 2024

Note: this date may be updated based on any extensions to the job posting.