Vertical Partnerships Lead at Cradlepoint

As the technology firm that created the mobile world and a rich history of 145 years of building ground-breaking solutions and innovative technologies supported by 60,000+ patents, Ericsson has made it our business to make a mark. When joining our team at Ericsson you are empowered to learn, lead and perform at your best, shaping the future of technology. This is a place where you are welcomed as your own perfectly unique self, and celebrated for the skills, talent, and perspective you bring to the team.

Ericsson Enterprise Wireless Solutions (BEWS) is the group responsible for leading Ericsson’s Enterprise Networking and Security business. Our growing product portfolio spans across wide area networks, local area networks and enterprise security. We are the #1 global market leader in Wireless-WAN based enterprise connectivity solutions and are growing fast in enterprise Private 5G networks and Secure Access Services Edge (SASE) solutions.

How Will You Contribute to the Company?

The Vertical Partnerships Lead for Manufacturing is responsible for designing and executing on our global GTM strategy with vertical technology and solution partners in manufacturing. We are looking for a business development professional who can drive our ecosystem strategy in manufacturing, manage and grow strategic partnerships and execute go-to-market plans that deliver differentiated solutions to accelerate incremental revenue. Additionally, this individual will play a critical role in market development in manufacturing and support strategic pre-sales engagement with key customers. This leader will collaborate with product, engineering, business development, marketing, sales, finance, legal and PR to launch new strategic partnerships and solutions and drive pre-sales engagements with strategic customers in manufacturing. 

What Will You Do?

• Build and maintain strategic vertical partnerships that align with our vision and global sales strategy to build long-term Private 5G business in the manufacturing vertical

• Develop and execute global strategic partner strategy in a manufacturing that delivers differentiated solutions and accelerates incremental revenue 

• Develop and execute pre-sales engagement with strategic customers in manufacturing to accelerate incremental revenue 

• Quickly establish a trusting relationship with partners and internal stakeholders across all levels of the organization 

• Design and execute go-to-market plans with partners- including reference architectures, joint value propositions, defined routes to market, and metrics of success with industry-leading companies in the Private 5G market 

• Direct the planning, implementation, and oversight of marketing strategies as a vertical domain expert to help reach sales goals, accumulate customers, and grow the business 

• Oversee the involvement of company personnel, including support, service, and management resources, in order to meet partner performance objectives and partners’ expectations 

• Ensure that vertical partners and customer engagements meet profitable sales volume and objectives 

• Participate in the planning process that develops mutual performance objectives, financial targets, and critical milestones associated with productive partner relationships 

• Assess, clarify, and validate partner needs on an ongoing basis 

• Manage potential channel conflict with other firm sales channels by fostering excellent communication internally and externally, and through strict adherence to channel rules of engagement 

• Promote solution development efforts that best address end-user needs, while coordinating the involvement of all necessary company and partner personnel 

• Ensure partner compliance with partner agreements 

• Drive adoption of company programs among technology partners and systems integrators  

• Coordinate the creation of marketing plans 

• Pursue relations with clients and work to grow sales pipeline

• Employ all necessary efforts to stay ahead of competitors 

• Find, evaluate and take advantage of new business opportunities 

• Provide financial and administrative insight and recommendations to the business to increase efficiencies and profitability 

Qualifications

Minimum Qualifications:

• Substantial understanding of technology in manufacturing

• Six plus (6+) years of professional experience in the networking and high-tech industry 

• Proven experience designing and executing technology partnerships with industry-leading companies in Private 5G markets 

• Experience with direct and indirect sales go-to-market initiatives in Networking, SaaS, and Wireless platforms 

• Familiarity and experience with quota attainment in a sales and alliances role- measuring results including sell through, sell to, sell with, and partner-influenced 

• Clear operational experience in defining and implementing channels, alliances, and business development strategies 

• Ability to partner closely with internal organizations, partners, and alliances to achieve revenue growth targets 

• Proven ability to establish and maintain strong, positive relationships with engineering, services, and executive management 

• Efficient and effective system, processes, procedures, and operations definition with a view to effectiveness and efficiency 

• Excellent communication skills, both oral and written along with the ability and willingness to communicate at all levels 

• Entrepreneurial drive and work ethic 

• Ability to drive strategic direction and roll-up sleeves to GSD 

• Ability to thrive in a fast-paced, start-up, team-oriented environment 

• Demonstrated leadership behaviors 

Preferred Qualifications:

• BA/BS degree in Business or a related field 

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Why Ericsson Enterprise Wireless Solutions?

At Ericsson Enterprise Wireless Solutions, we are one team - all in on inclusion. Celebrating the uniqueness of our individual team members across the globe helps us build diverse teams where we all can thrive. Our connected, community-focused culture enables each one of us to perform at our best and fully be ourselves. 

Our values drive everything we do: 

• Respect: we don't point a finger; we lend a hand.
• Integrity: we do the right thing, even when it is hard; we make fact-based decisions.
• Perseverance: we accept and embrace change; we have a passion to win!
• Professionalism: we hold each other accountable.

We are creating the future of global connectivity and community. Come join us. You belong here.