Head of Business Development - Railways

About this opportunity:

We are now looking for a Head of Business Development professional in the area of Railways to drive client value creation, thought leadership and industry solutions for products and services enabling business growth within the Market Area Oceania, South East Asia and India (MOAI).

The respective Business Builder has deep industry insights and has strong relationships across and understanding of the industry ecosystem and key actors.

• Position Ericsson as a thought and technology leader, grow our business and build strong customer relations
• Set industry vision, Go to Market Model, thought leadership and strategy in MOAI
• Influence Customers vision & strategy, drive Ericsson involvement in crafting customer visions, strategies & requirements
• Industry business builder and engagement lead to drive/provide expertise for new solutions/break-ins and other selected opportunities.
• Support the Customer Units (sales teams) in MOAI with developing leads and funnel and act as an Industry expert and authority supporting the sales team with your technical and industry expertise
• Develop viable and competitive business/commercial models with Commercial Management
• Drive negotiation with the private procurement companies
• Understand Public procurements and it is ramification
• Together with Portfolio Management define technical/development partnership requirements for generic and industry specific products
• Define industry offerings strategies and roadmaps in MOAI
• Solution qualification in opportunities and industry business/commercial models
• Functional Industry Requirements to Portfolio Development
• Recommend and Drive techno-commercial value argumentation
• Interface with the other products line’s organizations in the Business Areas
• Work, Collaborate and Interface with the respective Business Area organization
• Develop competence and knowledge sharing in MOAI
• Share best practices within MOAI
• Excellent presentation skills and ability to articulate a “Railway Evolution” vision to our customers

• Substantial experience from Railway industry, preferably from sales, presales and delivery of complex projects: at least 5 years working in related positions and well-accepted in the market.
• Strong Business Understanding and Critical Thinking
• Thought Leadership in identifying short- and long-term priorities to improve the business strategy paired with excellent presentation skills and ability to articulate a “Railway Evolution” vision to our customers
• Strong Techno-Commercial mindset.
• Clear understanding of the Terms and conditions of the contracts in the industry. Experience of navigating both public and private procurement processes.
• Excellent interpersonal communications with experience of working in diverse and distributed virtual teams, to achieve success in a highly diverse organization
• Understanding of cultural nuances in MOAI, which can influence defense market dynamics and customer interactions.

The position is hosted in our Presales Team for Networks & Managed Services within MOAI.