Key Account Manager
2 weeks ago
Ericsson, through its Global Network Platform (GNP), aims to provide a top-tier wholesale aggregation platform for network APIs. GNP will develop, buy and aggregate network APIs from hundreds of CSPs worldwide, and sell such APIs to all potential wholesale buyers, like CPaaS players, HCPs, GSIs, CSPs, and Independent Software Vendors (ISVs), acting as a utility on behalf of the industry – focusing on scale – by accelerating time to market and by simplifying global access to network APIs for the leading developer platforms. By enabling developers and enterprises to access available APIs within familiar environments, we aim to expedite the introduction of new innovative use cases, thereby enhancing customer journeys and overall experiences.
Ericsson GNP is seeking a visionary and proven Key Account Managing Director (KAM) to lead sales strategies targeting HCPs. This role is ideal for individuals with an entrepreneurial mindset and a passion for driving change in the tech industry. Ericsson GNP fosters an environment that supports both personal fulfillment and professional excellence, encouraging leaders to dream big and collaboratively turn those dreams into reality.
Joining GNP offers the opportunity to influence the technological landscape, enhancing capabilities for our customers to reach their developer and enterprise ecosystem globally, and shaping future advancements in connectivity and API applications.
Job DescriptionGNP is seeking a highly motivated, self-driven, and experienced Key Account Manager (KAM) to spearhead the introduction and expansion of our Network API business within the Hyperscale providers (HCPs). This pivotal role, reporting directly to the VP of Sales, requires a strategic and hands-on leader who will contribute to the development and execution of our go-to-market strategy. The focus will be on refining our business model and optimizing our GTM strategy to enhance the value proposition of our Aggregated and Normalized network APIs.
The ideal candidate will have a robust understanding of API aggregation and normalization, and the acumen to effectively tailor and communicate GNP's go-to-market strategy to a diverse range of HCPs and market segments within. Responsibilities include crafting and executing strategic sales plans aimed at driving API introduction, traffic and revenue growth, and expanding market share within the HCP ecosystem. This role involves presenting product capabilities to prospective clients, aligning our strengths with HCP offerings, and facilitating client success from onboarding to commercialization.
Applicants must possess proven sales leadership experience, demonstrate flexibility and adaptability in fast-paced environments, and exhibit a results-driven and customer-centric approach. Being technologically adept and skilled in fostering both internal and external relationships will be critical for success in this role. The KAM will be expected to approach the market with zeal and build strategic partnerships to drive business outcomes.
Responsibilities- Develop and implement a comprehensive sales and go-to-market (GTM) strategy for network API offering targeted at Hyperscalers (HCPs), ensuring alignment with overarching company objectives and revenue goals.
- Take charge of initiating, structuring, negotiating, and closing deals that are aligned with company priorities. Ensure that terms and conditions for each deal are consistent with the overall business strategy and that sales targets are met or exceeded.
- Establish and nurture relationships with key stakeholders at the customer, including business and technology decision-makers, to understand their operational and business model, including product requirements to effectively position our solution across different verticals and segments.
- Collaborate closely with GNP product management, customer success managers, finance, and marketing teams to refine the commercial business model of our network API offerings. Ensure alignment with market demands, customer preferences, and GNP's commercial framework.
- Lead and mentor a high-performing cross-functional team, providing them with guidance, support, and opportunities for knowledge sharing to enhance their effectiveness in driving sales and building robust customer relationships.
- Continuously monitor market trends, competitive activities, and customer feedback to identify opportunities for the enhancement and optimization of our network API solutions.
- Regularly prepare and present detailed sales reports and forecasts to the executive team, providing insights into performance metrics, challenges faced, and potential opportunities within the HCP sales segment.
- Experience in the enterprise software field sales model, or a similarly B2B structured.
- 10+ years of sales experience (SaaS industry a plus).
- Proven track record of success in enterprise sales, within the technology sector and with a focus on selling to HCPs or similar large-scale organizations; ideally within the software API space.
- Experience selling to and/or working at HCPs a significant plus.
- Extensive experience in managing complex sales cycles, negotiating contracts, and exceeding revenue targets within a competitive and dynamic market.
- Strong understanding of network technologies, APIs, and related infrastructure.
- Exceptional leadership and team management skills, with a demonstrated ability to motivate, guide.
- Excellent communication, presentation, and interpersonal skills, with the ability to build and nurture relationships at all levels of an organization, including C-level executives.
- Bachelor's degree in business, marketing, engineering, or a related field; an MBA or relevant advanced degree is preferred.
If you are a strategic, results-oriented sales leader with a passion for building a new innovative business and driving commercial growth and fostering strong customer relationships, we invite you to join our dynamic team and play a pivotal role in developing and shaping the future of our network API solutions.
Ericsson GNP is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.
Why join Ericsson?At Ericsson, you'll have an outstanding opportunity. The chance to use your skills and imagination to push the boundaries of what's possible. To build solutions never seen before to some of the world's toughest problems. You'll be challenged, but you won't be alone. You'll be joining a team of diverse innovators, all driven to go beyond the status quo to craft what comes next.
ApplicationClick Here to find all you need to know about what our typical hiring process looks like.
We encourage you to consider applying to jobs where you might not meet all the criteria. We recognize that we all have transferrable skills, and we can support you with the skills that you need to develop.
Primary country and city: Sweden (SE) || Stockholm
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