Head of Commercial Management Plano,Texas,United States Sales Posted 5 hours ago

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The Head of Commercial Management is a senior strategic leadership role within Business Area Ericsson Enterprise Wireless Solutions (BEWS), accountable for shaping and advancing the commercial strategy that enables sustainable, profitable growth across global business opportunities. This leader will define the commercial direction for BEWS across markets, ensuring solutions, pricing, value propositions, and business models are competitive, scalable, profitable, and aligned with Ericsson’s long-term strategic objectives.

As a key member of the Strategy and commercial management leadership team, this role will guide how the Enterprise Wireless business brings solutions to market, optimize commercial performance across business lines, and influence senior leaders across product, sales, supply chain, finance, and operations. The Head of Commercial Management will elevate commercial intelligence, oversee portfolio-level economics, and build a culture of commercial excellence across the organization.

This role reports to the Head of Strategy & Commercial Management.

• Define and lead the multi-year commercial strategy, including revenue models, pricing architecture, and commercial frameworks that support new product introductions, market expansion, and sustainable margin growth.
• Partner with senior management and executive leadership to evaluate commercial trade-offs, competitive market dynamics, and portfolio strategy.
• Own commercial governance processes, ensuring organizational alignment on pricing, value frameworks, and commercial guardrails.

• Oversee solution- and portfolio-level economics, driving optimization of revenue, profitability, and long-term value creation.
• Lead enterprise pricing strategy, including package list prices, subscription structures, and global value-based pricing models in partnership with Product, Finance, Marketing, and Supply Chain.
• Represent the commercial voice in product strategy decisions, influencing roadmap, lifecycle planning, cost modeling, and monetization strategies.

• Establish a best-in-class commercial management function anchored in scalable, highly automated, and agentic workflows that improve business impact, strengthen governance, and reduce margin leakage.
• Embed competitive intelligence into portfolio decisions, ensuring Ericsson Enterprise Wireless Solutions maintains a differentiated commercial and value advantage.
• Drive the development of advanced tools for business cases, TCO modeling, and customer value quantification across global markets.

• Partner closely with the CSO and global sales leadership to improve win rates through robust commercial strategy, escalation support, and high-value deal shaping.
• Lead executive level engagement with key enterprise and strategic customers to maximize recurring revenue, unlock deal upsides, and align long-term partnerships.
• Oversee channel-centric commercial design that aligns partner economics with go-to-market motions and growth objectives.

• Build and lead a high-performing Commercial Management organization, developing talent, capabilities, operating rhythms, and processes that scale globally.
• Champion commercial excellence across teams through executive education, commercial playbooks, and enterprise standards for negotiation, deal shaping, and price management.
• Partner with Operations and Finance to ensure commercial decisions support financial performance goals, operational feasibility, and disciplined execution.

• Executive-level command of pricing strategy, subscription economics, SaaS business models, Indirect channel GTM and recurring revenue structures.
• Proven ability to shape commercial frameworks that materially improve portfolio performance, customer lifetime value, and competitive differentiation.
• Ability to influence at the highest organizational levels, synthesizing complex inputs into clear commercial direction.
• Demonstrated success leading…