Head of Sales Operations

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About Ericsson GNP and this opportunity

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 proven, highly skilled, and dynamic Head of Sales Operations – Network APIs to support our sales efforts for Global Network Platform. This role is ideal for individuals with an analytics and Agile 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.

You will report to the Head of Sales GNP.

Job Description

In this role, the Head of Sales Operations will be the key partner to the Global Sales leader, developing, building and executing the strategy, managing near and long-term sales planning, ensure the operational needs of the sales organization are met, continuously evolving forecasting models, analysing historic results and making recommendations based on those analyses – all in an environment of high growth and complexity. This individual will need to collaborate effectively with internal stakeholders and cross-functional teams to solve problems, eliminate siloes, be an empathetic change agent, manage programs that drive results at scale and champion the ability to invent and simplify the seller and field experiences to allow our sellers to spend more time and with more insights with customers.

The role will drive the management cadence of the business including weekly, monthly, and quarterly reporting. The role drives implementations and updates to the tools, methods, and processes utilized by the Sales team to meet and exceed their assigned goals. This position also manages the proposal and execution of global sales targets, headcount resource plans, and other relevant capabilities as assigned needed to increase the effectiveness and success of the sales organization.

The successful candidate will be an excellent organizational and inclusive people leader, and will be a superb written and verbal communicator, comfortable presenting to the senior leadership and influencing global stakeholders across the entire organization. They will be able to see around corners by identifying critical internal and external trends, will be detail orientated with a passion for inventing and simplifying to deliver operational excellence at scale. They will be able to roll-up their sleeves and work confidently with people, models and data while driving strategic priorities for the Sales organization.

Key Responsibilities

• Strategic Leadership and Collaboration:
• Serve as a key partner to the Global Sales leader and collaborate with senior leadership to define business strategies.
• Foster collaboration and high-performance within the sales team, working closely with the Head of Sales, Product Team Leadership, and cross-functional teams to align on product and sales objectives and resources needed.
• Sales Operations and Financial Management:
• Manage comprehensive sales operations including forecasting, reporting, and planning.
• Partner with the Finance team on budgets, forecasts, key performance indicators, revenue recognition and any other areas critical to growing a successful sale operation.
• Process Optimization and Strategy Execution:
• Utilize data-driven insights to refine sales processes and improve forecasting accuracy.
• Continuously develop and adjust Go-to-Market strategies and sales management processes, ensuring robust pipeline and territory planning.
• Performance Management and Continuous Improvement:
• Lead the design and execution of Sales Compensation Programs to optimize incentives.
• Conduct regular operational and strategic reviews to drive continuous improvement across all sales functions.
• Analytics, Reporting, and Compliance:
• Provide insightful analytics and reporting to the organization and senior management for informed decision-making.
• Ensure adherence to relevant regulations and company policies, while fostering an agile and creative problem-solving environment.

You will bring

• Bachelor’s degree in Business Administration, Finance, Economics, Computer Science, or related field
• Significant experience in a leadership role in Finance, Sales Operations, enterprise sales, Business Development, or other related fields. (SaaS industry a must)
• Experience in the enterprise software field sales model, or a similarly structured B2B field sales model.
• Proven experience with the development and implementation of systems/tool utilized for CRM, sales compensation, revenue reporting, forecasting, sales force automation, etc.
• Strong attention to detail and ability to turn, interpret, communicate, and influence with complex data.
• 10+ years of managing large, globally diverse teams and developing talent.
• Strong ability to foster an organization of continuous business process design and improvement.
• Proven ability to influence others, strong analytical skills, and a proven track record of taking ownership, leading data-driven analyses, and influencing results.
• Ability to operate successfully in a lean, fast-paced organization, and to create a vision and organization that can scale quickly.
• Strong written and verbal communication skills, with a track record of presenting to senior management.

Preferred Qualifications

• Experience with B2B / wholesale business models.
• Experience supporting CPaaS and/or HCP market.

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Encouraging diverse and inclusive organization is core to our values at Ericsson, that's why we champion it in everything we do.