About this opportunity
We are looking for an experienced key account manager (KAM) for our service provider account who brings exceptional proven sales management capabilities and a strong background in managing mission critical networks customers like government or public safety agencies.
The role secures short and long-term profitable business for Ericsson through proactive business development, deep customer knowledge and an effective management of our Ericsson teams and resources. The role is end-to-end responsible for the sales and delivery process to our mission critical networks customers in Customer Unit Western Europe (CU WE). The KAM reports to the Head of CU WE and is a member of the CU WE leadership team.
Aligning Ericsson's focus and capabilities to the customer business ambitions and driving customer satisfaction by focusing on the Ericsson portfolio, innovation and best in class operational excellence. Create and maintain strong customer relationships with key executive stakeholders. Accountability to develop the business and actively contribute to the successful execution of the customer agenda. Define and deliver key solutions and strategies to achieve the financial targets.
Key tasks and responsibilities:
Define key strategic business objectives for the local mission critical networks market
Evaluate the customer strategy and lead the business dialogue with the customer to create a joint growth and business plan for the service provider account that ensures both short- and long-term business
Build sustainable customer relationships with focus on key decision makers and influencers and increase customer intimacy to ensure that Ericsson is positioned as the vendor of choice, especially for strategic business opportunities
Act as trusted adviser and subject matter expert to the customer
Propose new business solution and formulate account visions and objectives
Drive executive programs to support the introduction of the latest technologies and introduce new ways of working
Drive operational excellence internally and externally by securing full insights of the customer's key operational objectives and key performance indicators (KPIs). Align these with the sales support and services delivery organizations
Responsible and accountable for proactively handling customer expectations, challenges, and escalations, solving problems as they arise
Ensure strong delivery by providing smart and sustainable project specifications and quality assurance criteria for joint projects and orchestrating Ericsson resources
Deliver against core performance metrics like net sales, orders booked, customer satisfaction, cash-flow metrics (like working capital days)
Motivate, develop, and coach the KAM team and create a shared vision while providing strong sales leadership through open communication, information and knowledge sharing, clear objectives, and effective performance and resource management
Core competencies:
Exceptional proven sales management capability, preferably an existing KAM or with senior sales management experience, with demonstrable evidence of personal delivery of superior business results
Strong commercial skills and a proven track record of successfully leading teams
Demonstrated ability to generate profitable sales in a difficult customer and market environments
Proven ability to drive and expand existing internal and external strategic partnerships
Strong business leadership with the vision to create business opportunities in strategically important areas and the ability to collaborate successfully with key stakeholders
Extraordinary ability and proven track record to systematically build networks and maintain strong and sustainable relationships with decision makers to secure long-term business
Profound communication, presentation, and consulting skills as subject matter expert and trusted advisor for senior and executive management
Strong strategic and persuasive skills as well as big picture thinking to operate and communicate smoothly with internal and external -level management
Strong entrepreneurial spirit with the ability to think out of the box and inspire and convince customers with innovative and creative solutions
Sound knowledge of products from all three business areas to enable driving end to end solution propositions to the customer
Proven ability in building, managing, developing, and empowering sales teams
Experience with mission critical networks customers like government or public safety agencies
Additional competencies:
Strong results orientation combined with perseverance and the passion to win even when facing pressure and setbacks
Proven track record of closing profitable commercial deals
Comprehensive knowledge of the Ericsson portfolio, competition, and the market
Profound internal and external networking and relationship management skills
Strong understanding of what drives and motivates others
Strong coaching and consulting attitude
Ability to promote teamwork and collaboration
Awareness for the different dimensions of diversity and demonstrated efforts to promote diversity within teams
Track record for driving and managing teams through change
Key qualifications:
Education: Master of Business Administration, Master of Science or similar
7+ years in sales within the information and communications technology (ICT) industry. Minimum 5 years in leadership positions.
Business German and English
Tools: Salesforce™ and Premium Proposal
Profound knowledge of sales processes
Encouraging a diverse and inclusive organization is core to our values at Ericsson, that's why we nurture it in everything we do. We truly believe that by collaborating with people with different experiences we drive innovation, which is essential for our future growth. We encourage people from all backgrounds to apply and realize their full potential as part of our Ericsson team.
Ericsson is proud to be an Equal Opportunity and Affirmative Action employer, learn more.
Primary country and city: Germany (DE) || Germany : North Rhine Westphalia : Düsseldorf
Req ID: 723715