About this opportunity

This role will support the growth of Mission Critical Network and Enterprise business across EMEA, bringing excellent solution knowledge including expertise in the Ericsson portfolio (products and services) as well as typical ecosystem components.  The role will support CUs across EMEA to qualify opportunities and align on winning strategies, and work closely with CU teams in customer engagements to consult customers on solution options and requirements. 

The following outlines the characteristics required for this role.

Technical / business competence

• E2E product portfolio knowledge covering Core (ICS, UCC, EP5G mainly), OSS (ENM especially but broad portfolio), BSS (EMM especially but broad portfolio), RAN (mostly outdoor, some indoor but also specifics of verticals such a trackside 1900MHz for railways).  Services portfolio knowledge covering BNEW and BCSS (Network Rollout, NDO, System Integration, Customer Support, Managed Services, Learning & Consulting) 
• This should be product capability knowledge as well as E2E solution principles, architectural options with pros and cons to guide, coupled with a consultative approach to help arrive as the best solution for a customer’s needs – tuned to fit existing portfolio capabilities wherever possible and to suit our strengths
• Specific knowledge of eMBMS solution (and evolution to 5MBS), not unique to MCN but not widely adopted elsewhere in EMEA
• Competitor intelligence on the usual suspects but additionally other MCN specific or vertical specific vendors (like Kontron for railways) and some appreciation of their incumbency including incumbent solutions (e.g. GSM-R, VHF/UHF) to be able to effectively compare.  Equally knowledge of interworking capabilities is important where the existing technology will coexist.  Competitive intelligence on services players (Integrators / Specialized Operators).
• Relevant use-cases for each vertical (with real-world examples from around EMEA and beyond on use-case visions of different customers / delivered examples), and the mapping of technical capabilities from across the portfolio to enable those use-cases
• Some E2E knowledge of the wider 4G/5G ecosystem of general devices as well as MCN specific hardened, or vertical specific devices and the companies that supply.  Equally applications such as control room applications, other operational “northbound” OSS/BSS/IT tooling etc.. that are required to deliver end-user services
• Experience of operational challenges, delivery model practicalities and adaptations to comply with critical environments e.g. (network data restriction, personnel clearance, country restrictions, certifications etc..), coupled with a consultative approach to influence requirements

Market knowledge – a good knowledge of the markets into which we are trying to sell (public safety, defense, utilities, oil & gas, rail, ports, airports, mines) and robust mechanism for growing and maintaining this competence. Whilst the products we are sell are typically a good fit (though achieving this will in some cases require extensive and early consultation on requirements), it is important to be able to explain capabilities, options etc.. in a language that resonates with the market and adjust our “pitch” to suit the reality of the market. It is important to be able to explain services capabilities, delivery recommendations and operational models.

Internal networking, consultation and support – in order to support the wider EMEA organization, it will be critical to build relationships with the wider EMEA E&MC community, to be visible and perceived by them as a solution expert, adding value to CU strategies to grow the business.  The role will require a solid technical aptitude and agility with a relentless hunger to continuously learn, whilst equally sharing this knowledge openly with the wider community.

Knowledge sharing – to support growth of this area, it is important to ensure that everyone is actively sharing both success stories and best practices, as well as failures and lessons learned, both within the CU, across the EMEA CUs, and with other MAs – and this is our a sharing out, and taking time to learn from others as part of a competence maintenance practice

Collaborative – persons must be collaborative, open and flexible to work in cross-functional teams and with experts from other parts of the business, third parties, and the customer

Consultative – able to vary level of questioning based on seniority and technical / telco experience level of customers, present and explain options including pros/cons.  Engagements require a consultative approach to actively listen to customers points of view and requirements, challenge them, make recommendations backed up by explanations of pros/cons, best practices, what others are doing etc… and flexibly pitched at a level that the end-customers (and partners) can understand, given that many will be unfamiliar with 3GPP.  Even when engaging with CSPs/MNOs who are familiar with the technology, they will often have weak knowledge of the market and thus consultative educating and challenging their preconceptions / thinking / strategies etc… is important

Sensitive – many engagements contain specific sensitivities that must be respected.  This can be anything from adhering to NDAs or specific ethical walls that are put in place in a multi-GTM engagement, or more strict requirements are the location of staff, their nationality, or specific security clearances

Delivery expertise – this role must have an experience of delivery realities to ensure success in presales will translate to success in delivery.  E&MC as an organization will not take a substantive role in delivery projects but this person will have some responsibility for project setup to inject experience and setup for success, then support throughout with experience, extraction of further insights, support of any issues that arise etc.

Geographical breadth – this role will be required to cover the full EMEA territory.  Whilst a pragmatic approach will be taken for allocation of persons to engagements, and a balance between remote working and on-site support, a reasonable amount of travel should be expected, prioritized towards customer (and wider external stakeholder) meetings (e.g. government, partners etc..).  This will also necessitate an openness to embrace other cultures around the vast and varied territory, adapting behaviour and pitches to suit the locale – former experience of working internationally is therefore a strong benefit, along with languages. 


We have 3 open roles based within EMEA countries.

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.

 
What happens once you apply?

Click Here to find all you need to know about what our typical hiring process looks like.Encouraging a diverse and inclusive organization is core to our values at Ericsson, that's why we champion 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 Employer. learn more.

Primary country and city: "The role can be based in any EMEA location" 

Req ID: 780519