Ericsson Australia is currently searching for an established sales, business development and engagement professional to join the team as a Senior Account Manager. Based in our Sydney or Melbourne offices and reporting to the Key Account Manager (KAM) - Mission Critical Networks (MCN) for Australia & New Zealand, you will be directly responsible for driving and securing business opportunities in mission critical industries such as Rail, Public Safety and Defence.
What you will do:-Lead sales engagements with MCN customers across the Ericsson portfolio - 4G/5G RAN, Core, Cloud, Transmission, Customer Support, Managed Services, and Enterprise solutions-Create customer and opportunity strategies, designing engagement plans and confirming them against customers' buying process and criteria.-Build and maintain high-trust relationships with key customer and industry stakeholders, including C-level, technology leaders, and strategy teams.-Lead opportunity-specific third-party engagement and channel strategies to facilitate sales, including establishing relevant commercial arrangements.-Develop and present customer business proposals, presentations and tender responses.-Run deals, taking leadership of the overall negotiation process to continuously optimise deal structures, margin performance and commercial risk, ensuring profitability, scalability and long-term relevance of Ericsson and its solutions.-Own sales opportunities and the sales process, including ensuring successful closure of opportunities and transition to delivery.-Support customers throughout the delivery period and identify upselling and cross-selling opportunities to meet their evolving business challenges and goals.-Position Ericsson as a trusted strategic advisor, not just a technology partner.-Act as the voice of the customer within Ericsson.
The skills you bring: -Demonstrated leadership in the execution of complex 'techno-commercial' sales campaigns.-Track record of generating new business, successful sales and meeting/exceeding targets in government and government aligned sectors, particularly Public Safety, Rail and Defence.-Evidence of building strong relationships with C-level and key decision makers in mission critical industries, particularly Public Safety, Rail and Defence.-Strong acumen in commercial structuring, strategic sales, business case development, and value-based selling.-Solid understanding of the competitive landscape in the mobile communications market for 4G/5G RAN, Core, Cloud Software and Services, and Managed Services.-Ability to stay informed of evolving business challenges, market trends, future technologies and information that may affect the customer's business.-Proven ability to work collaboratively with virtual and global teams.-Excellent presentation, public speaking and communication skills.-Strong stakeholder management and problem-solving skills (internally and externally).-Proficiency in sales governance to ensure successful business and account management.-Experience developing industry and ecosystem relationships.-A customer centric and results driven mindset.-Accountable and committed with a passion to win.
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Primary country and city: Australia (AU) || Melbourne
Job details: Account Manager
Job Stage: Job Stage 7
Primary Recruiter: Sushmita Centeno
Hiring Manager: Sarah Goss
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