Lead AI Technical Solution Sales Support

Ericsson is a global telecommunications company founded in 1876, providing services and solutions worldwide. In Kenya, Ericsson focuses on driving technological advancements in the telecommunications sector.

The Lead AI Technical Solution Sales Support role at Ericsson is crucial for expanding AI business across the EMEA region. This position is accountable for managing complex, multi-country AI opportunities, providing thought leadership in AI sales, and coaching and enabling teams within various Customer Units. The role involves driving customer engagement, developing solutions, strategically positioning Ericsson's AI portfolio, converting sales opportunities, and spearheading AI adoption initiatives throughout the Market Area.

1. Identify, qualify, and develop AI opportunities with telecom customers across EMEA.
2. Lead customer discussions, workshops, and executive engagements to effectively position Ericsson AI solutions.
3. Manage RFQ/RFP responses, proposal development, solution descriptions, business cases, and internal governance for complex AI deals.
4. Build strategic relationships with Customer Units, CTO/CIO/CDO organizations, operations and network leadership, and other key stakeholders.
5. Oversee end-to-end solutioning for AI opportunities from initial engagement through contract signing.
6. Translate customer business challenges and objectives into clear AI use cases and compelling value propositions.
7. Define high-level architecture, scope, and delivery models in collaboration with Solution Architects, Service Delivery, and Product/Portfolio teams.
8. Ensure alignment across commercial, solution, and fulfillment streams.
9. Facilitate a smooth handover to delivery and operations teams, ensuring continuity from sales to execution.
10. Champion Ericsson's AI portfolio and drive internal awareness and enablement of AI offerings across EMEA.
11. Act as a subject matter expert on AI solutions for internal and external forums, contributing to thought leadership and best practices.
12. Coordinate AI opportunity funnel reporting, forecasting, and performance tracking across Customer Units.
13. Drive customer AI adoption programs, including onboarding, change management, and defining success metrics.

1. Experience with AI/ML, data analytics, or automation solutions within the telecom industry.
2. Several years of experience in telecom/ICT sales, pre-sales, or solution consulting, preferably in an operator or vendor environment.
3. Proven track record in selling complex technology solutions (ideally AI, analytics, automation, or software) to C-level and senior stakeholders.
4. Strong understanding of telecom network and operations domains (RAN, Core, Transport, IT/OSS/BSS, CX/Service Operations).
5. Significant experience working in Presales or equivalent complex opportunity setups.
6. Demonstrated ability to build business cases, pricing structures, and value-based proposals.
7. Proven ability to lead multi-disciplinary teams through complex sales cycles at a regional level.
8. Strong negotiation and influence capabilities, including managing trade-offs and risks in complex deals.
9. Familiarity with Ericsson's portfolio, including Ericsson Operations Engine, Cognitive Software, Analytics solutions, and Managed Services (nice-to-have).
10. Experience working across multiple countries or Market Areas with multicultural teams and customers (nice-to-have).
11. Exposure to cloud, data platforms, and modern software delivery models (e.g., SaaS, managed services) (nice-to-have).
12. Willingness to travel across EMEA for customer meetings, workshops, and internal events as required.