This senior role, Head of Enterprise EMEA at Ericsson, is responsible for positioning Ericsson as a trusted technology and thought leader for critical infrastructure and industrial enterprise clients across Europe, the Middle East, and Africa (EMEA). The role involves setting the strategic direction, driving market engagement, and accelerating business growth in key sectors like Ports, Airports, Mining, and Oil & Gas operations.
Responsibilities (What You Will Do)
- Position Ericsson as a trusted technology and thought leader for critical infrastructure and industrial enterprise clients.
- Shape and communicate the industry vision, innovation trends, and strategic value propositions for ports, airports, mining, and oil & gas operations.
- Lead participation in regional and country-level utilities conferences, trade shows, and industry events, representing Ericsson with authority.
- Deliver compelling narratives around industrial digitalization, automation, cybersecurity, and operational efficiency.
- Define and execute the Go-To-Market Strategy for Enterprise in EMEA, aligned with sector-specific priorities and regional dynamics.
- Drive business development, from opportunity identification to early shaping and qualification.
- Lead regional ecosystem assessments, mapping key stakeholders, competitors, and technology providers.
- Identify, validate, and onboard relevant ecosystem partners, including industrial technology providers, system integrators, and consulting partners.
- Set short-term and long-term strategic priorities to guide growth, investments, and positioning.
- Influence industrial customer visions, roadmaps, and procurement strategies through thought leadership.
- Support Customer Units in Europe with lead development, funnel acceleration, opportunity shaping, and support during key engagements and executive dialogues.
- Build strong, trust-based relationships with senior executives, operational leaders, regulators, and technology partners.
- Navigate complex procurement, regulatory, and operational frameworks across EMEA.
- Support sales teams in commercial strategy and deal structuring by helping define competitive business models, guiding negotiations, interpreting procurement processes, and providing techno-commercial value argumentation for major bids.
- Work closely with the Solution team to align technology offerings and solutions with industrial requirements, ensuring compliance with operational, safety, and regulatory standards.
- Support Market Area marketing and communications activities, ensuring consistent and impactful messaging for the Enterprise segment.
- Gather, develop, and share best practices across Europe, the Middle East, and Africa.
- Support internal enablement and capability-building initiatives across regional teams.
Qualifications and Skills (The Skills You Bring)
- Experience: 10+ years in business development, strategy, or program leadership for industrial enterprises or critical infrastructure within EMEA or multinational markets.
- Sector Expertise: Deep understanding of Ports, Airports, Mining, and Oil & Gas sectors, including operational, regulatory, and technology challenges.
- Executive Influence: Proven ability to influence senior executives and drive complex, multi-stakeholder opportunities.
- Technical Knowledge: Demonstrated experience in industrial digitalization, automation, or critical operations solutions, and participation in regional sector events.
- Communication: Excellent communication and executive presentation skills, with strong cultural awareness across EMEA.
- Networking: Established network across industrial operators, regulators, technology providers, system integrators, and consulting partners, with the ability to leverage relationships to advance strategic initiatives.
- Education: BA/BSc/HND qualification.
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