About this opportunity
Lead the growth of AI business opportunities across EMEA by acting as Customer Solution Responsible (CSR), Business Development Lead, and BOS AI Program Single Point of Contact (SPOC). Drive customer engagement, solution development, AI portfolio positioning, opportunity conversion, and AI adoption initiatives across the Market Area.
The role is accountable for complex, multi-country AI opportunities, thought leadership in the AI sales domain, and for coaching and enabling teams across Customer Units (CUs).
What you will do:
Identify, qualify, and develop AI opportunities across telecom customers in EMEA
Lead customer discussions, workshops, and executive engagements to position Ericsson AI solutions
Lead RFQ/RFP responses, proposal development, solution descriptions, business cases, and internal governance approvals for complex AI deals
Build strategic relationships with Customer Units, CTO/CIO/CDO organizations, operations and network leadership, and other key stakeholders
Own end-to-end solutioning for AI opportunities from early engagement through contract signature
Translate customer business challenges and objectives into clear AI use cases and value propositions
Define high-level architecture, scope, and delivery model in collaboration with Solution Architects, Service Delivery, and Product/Portfolio teams
Secure alignment across commercial, solution, and fulfilment streams
Ensure smooth handover to delivery and operations teams, securing continuity from sales to execution
Champion Ericsson AI portfolio and drive internal awareness and enablement on AI offerings across EMEA
Act as a subject matter expert on AI solutions for internal and external forums, contributing to thought leadership and best practices
Coordinate AI opportunity funnel reporting, forecasting, and performance tracking across CUs
Drive customer AI adoption programs, including onboarding, change management, and definition of success metrics
You will bring:
Must-have
Experience with AI/ML, data analytics, or automation solutions in telecom
Several years of experience in telecom / ICT sales, pre-sales, or solution consulting, ideally in an operator or vendor environment
Proven track record in selling complex technology solutions (preferably AI, analytics, automation, or software) to C-level and senior stakeholders
Strong understanding of telecom network and operations domains (RAN, Core, Transport, IT/OSS/BSS, CX/Service Operations)
Strong experience working in Presales or equivalent complex opportunity set-up
Demonstrated ability to build business cases, pricing structures, and value-based proposals.
Demonstrated ability to lead multi-disciplinary teams through complex sales cycles at regional level
Negotiation and influence capabilities, managing trade-offs and risk in complex deals
Nice-to-have
Familiarity with Ericsson portfolio, including Ericsson Operations Engine, Cognitive Software, Analytics solutions, and Managed Services
Experience working across multiple countries or Market Areas, with multicultural teams and customers
Exposure to cloud, data platforms, and modern software delivery models (for example, SaaS, managed services)
Trave
l: Willingness to travel across EMEA for customer meetings, workshops, and internal events, as required by key opportunities.
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