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Leader, Global Government AmericasGlobal Program Sales
2020-01-29 12:13:15| Space-careers.com Jobs RSS
About us Its a great time to be part of the SES team We are the worlds leading satellite operator with over 70 satellites in two different orbits, Geostationary Orbit GEO and Medium Earth Orbit MEO. We provide a diverse range of customers with global video distribution and data connectivity services through two business units SES Video and SES Networks. Our global team works collaboratively to make a significant, and often lifechanging difference in the world. As part of our team, you will play an integral part in delivering on our vision. At SES, we connect and enable broadcast, telecom, corporate and government customers, and enrich the lives of billions of people worldwide. Leader, Global Government AmericasGlobal Program Sales United States Reston, Virginia Your Job As part of SES Networks this commercial function is responsible for leading a team and executing on strategic sales goals for global government customers in the Americas region as well as for global humanitarian programs while delivering on assigned sales revenue targets. The leader of the Americas and Global Programs Sales team is focused on exceeding the assigned Global Government revenue target. The candidate will aspire to exceed the annual revenue and TCV target for the Americas region Canada and Latin America and global UNhumanitarian programs while managing an operating budget, building and sustaining a world class sales team. This position is required to clearly identify future satellite and capability development requirements for a unique customer set with defense, security and humanitarian needs. In addition to responsibilities within the Global Government Sales department, heshe will oversea the Humanitarian and Disaster Relief Center of Excellence which encompasses a cross functional team of experts who deploy globally in effort to deliver connectivity to those experiencing disaster. The vision of SES Networks is to deliver robust network solutions to customers in Government, Mobility, and Fixed Data segments. In this position the incumbent will integrate differentiated customer approaches into commercial gotomarket resources at infrastructure and services level and will be responsible for the generation of profitable longterm topline revenues and increase SESs market share for Global Government markets in the Americas as well as the rapidly growing UN and humanitarian accounts. Your Responsibilities Sales Strategy In adherence to the overall SES Networks strategy, execute the Global Government sales plan in the Americas and with global humanitarian accounts to achieve its objectives and to promote revenue, profitability and growth via customer sales and inside sales Undertake commercial sales activities associated with the Global Government portfolio of business in effort to achieve the annual revenue and cost budget Analyze the market, trends, customer segmentation and competitor activity, to determine target customer groups and sales planning per locations, segments and service lines. Provides market intelligence feedback from the market. Supports business planning and general planning execution processes Contribute to a global requirementsdriven process toward identifying key drivers for government demand, assure customer needs drive the products developed for government as well as service delivery for government endusers In the Humanitarian space, develop a gotomarket plan and partner strategy to further engage in supporting nearly 30 UN agencies and NGOs worldwide Customer Sales Identify commercial leads, elaborate client proposals, negotiate offers, execute sales and manage relationships with existing and potential customers Identify key areas of demand and create channel partners and relationships with senior government officials including Ministries of Defense, government authorities, UN agencies and other leaders Sell and over achieve sales targets Contribute to a global team effort in the creation of strategic partnerships toward gaining access to market opportunities in countries wherein indigenous providers are the required channel for sales activity. Account Management Manage the customer relationship between the lead generation and fulfillment processes Present new upgrades to customers regarding current offer as well as growth onto new strategic assets across the SES fleet, including mPower Constantly optimise value proposition offered to our customers. Other Manage the process from requirements capture to order entry and validation. Provide status updates to the customer regarding provisioning of the order and manages expectations Demonstrates adherence to the SES Way of Working, ethics and codes. Your Competencies Ability to listen to customers SATCOM demands, identify solutions and sellpresent SATCOM requirementssolutions to foreign governments and SES Staff Strong presentation, negotiation and influencing skills Proven ability to understand the business of our customers and their customers and able to create industry insights that will position SES as a thought leader and drive the respective customers Very good technical knowledge regarding SES products allowing to better drive the cooperation between the various departments, resulting into efficient and proactive interdepartmental results Very forward and aggressive hunter and negotiation skills with the ability to effectively make commercial offers, negotiate solutions and drive the sales process by personal engagement Strong interpersonal and network skills and the ability to establish high level business contacts Demonstrated experience and skills in making effective sales presentations High level of personal integrity, and adhere to a strict code of conduct and personal behavior Very good commercial judgment and the ability to operate within a sometimes high pressure environment, or under short timeframes Ability to multitask and possesses a high level of advance communication, interpersonal, management and creative problemsolving skills. Your Qualifications MBA or Masters Degree in Business, Engineering, Public Policy or Communications preferred Minimum 10 years experience selling complex telecommunications services in the Aerospace industry, with a demonstrated clear track record for numerical results over the past few years Previous experience with selling to Telco, Service Providers or Government is mandatory Knowledge of satellite, telecoms, media or other communications sectors Proven track record in government and institutional market development In depth understanding of its current future products and solutions Demonstrated ability to operate effectively in an international and multicultural environment Knowledge of satellite communications industry by identifying and anticipating customer needs, assess their implications, determine their impact and developimplement action plans Fluency in English knowledge of other languages preferably Spanish and French considered as an additional asset Hold or be eligible to receive required security clearances Willingness and ability to travel approximately 30 of the time, domestically and internationally. Whats in it for you? In addition to a competitive salary and benefits package, we offer you a truly global opportunity in an exciting industry and all the support youll need for both your professional and personal development. But most of all, we offer a truly unique opportunity to play your part in making a difference for those who need it most. We strive to uphold honesty, transparency and courage in everything we do. Were proud to belong to the SES team and collaborate towards success. Good to know SES and its Affiliated Companies are committed to hiring and retaining a diverse workforce. We are an Equal OpportunityAffirmative Action employer and will consider all qualified applicants for employment without regard to race, color, religion, gender, pregnancy, sex, sexual orientation, gender identity, national origin, age, genetic information, protected veteran status, disability, or any other basis protected by local, state, or federal law. In conformity with U.S. Government technology export regulations, including the International Traffic in Arms Regulations ITAR and the Export Administration Regulations EAR, andor other applicable U.S. law, regulation or other requirements imposed by the U.S. Government, certain positions may require U.S. Citizenship, status as a lawful permanent resident of the U.S. or a protected individual as defined by 8 U.S.C. 1324ba3, or eligibility to obtain the required authorizations from the U.S. Department of State or U.S. Department of Commerce. For more information on SES, click here. Apply HERE
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