Head of Enterprise EMEA

About the Role

We are seeking a Business Development leader to drive client value creation, shape market strategy, build strategic partnerships, and accelerate growth across critical infrastructure and industrial enterprise clients in EMEA, focusing on ports, airports, mining and oil & gas companies.

• Position Ericsson as a trusted technology and thought‑leader for critical infrastructure and industrial enterprise clients.
• Shape and communicate the industry vision, innovation trends, and strategic value propositions for ports, airports, mining, and oil & gas operations.
• Lead participation in regional and country‑level utilities conferences, trade shows and industry events, representing Ericsson with authority.
• Deliver compelling narratives around industrial digitalisation, automation, cybersecurity and operational efficiency.
• Define and execute the Go‑To‑Market Strategy for Enterprise in EMEA, aligned with sector‑specific priorities and regional dynamics.
• Drive business development, from opportunity identification to early shaping and qualification.
• Lead regional ecosystem assessments, mapping key stakeholders, competitors and technology providers.
• Identify, validate and onboard relevant ecosystem partners, including industrial technology providers, system integrators and consulting partners.
• Set short‑term and long‑term strategic priorities to guide growth, investments and positioning.
• Influence industrial customer visions, road‑maps and procurement strategies through thought leadership.
• Support Customer Units in Europe with lead development, funnel acceleration, opportunity shaping and support during key engagements and executive dialogues.
• Build strong, trust‑based relationships with senior executives, operational leaders, regulators and technology partners.
• Navigate complex procurement, regulatory and operational frameworks across EMEA.
• Support sales teams in commercial strategy and deal structuring by helping define competitive business models, guiding negotiations, interpreting procurement processes and providing techno‑commercial value argumentation for major bids.
• Work closely with the Solution team to align technology offerings and solutions with industrial requirements, ensuring compliance with operational, safety and regulatory standards.
• Support Market Area marketing and communications activities, ensuring consistent and impactful messaging for the Enterprise segment.
• Gather, develop and share best practices across Europe, the Middle East and Africa.
• Support internal enablement and capability‑building initiatives across regional teams.

• 10+ years in business development, strategy or programme leadership for industrial enterprises or critical infrastructure within EMEA or multinational markets.
• Deep understanding of Ports, Airports, Mining and Oil & Gas sectors, including operational, regulatory and technology challenges.
• Proven ability to influence senior executives and drive complex multi‑stakeholder opportunities.
• Demonstrated experience in industrial digitalisation, automation or critical operations solutions, and participation in regional sector events.
• Excellent communication and executive presentation skills, with strong cultural awareness across EMEA.
• Established network across industrial operators, regulators, technology providers, system integrators and consulting partners, with the ability to leverage relationships to advance strategic initiatives.

At Ericsson, you’ll have an outstanding opportunity. The chance to use your skills and imagination to push the boundaries of what’s possible, to build solutions never seen before for some of the world’s toughest problems. You’ll be challenged, but you won’t be alone. You’ll be joining a team of diverse innovators, all driven to go beyond the status quo to craft what comes next.

Ericsson is proud to be an Equal Opportunity Employer. learn more.

Req

Employment type:

Full‑time