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Sales Rep, Strategic Government Initiatives, Aero
2020-03-23 16:16:44| 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. Sales Rep, Strategic Government Initiatives, Aero Washington, District of Columbia or Reston,Virginia Your Job The Government Aeronautical Programs sales position is focused on executing SES Networks business strategy and driving sales efforts to fulfill the longterm vision in the Government aeronautical and ISR mobility markets. In this capacity, this sales leader will be responsible for identification, qualification, pursuit and capture of strategic sales in the Government market through engagements with Tier 1 integrators and the end user community to expand the SES Networks in the aeronautical and Intelligence Surveillance and Reconnaissance ISR space globally. This includes building relationships with decision makers, engagements, and overall Tier 1 integrators, as well as the end user community for FVEY, NATO, and Global Government institutions. The Government Aeronautical Programs sales person will aspire to exceed the annual revenue and TCV target while executing the longterm vision of the SES Networks. This position is required to clearly identify future satellite and aeroISRmobility capability development requirements for a unique customer set with global defense, security, humanitarian and institutional needs. 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 government aero and mobility customer approaches into commercial gotomarket resources at infrastructure and services level and last but not least will be responsible for the generation of profitable longterm revenues and increase SESs market share for Government markets. Your Responsibilities Sales Strategy Execute the strategic sales plan for aeronautical and ISR, leveraging SES MEOGEO services for the government aero portfolio so as to achieve its objectives and to promote revenue, profitability and growth via direct and indirect customer sales Analyze the market, trends, customer segmentation and competitor activity, to determine target customer groups, channels and sales planning Support business planning and general planning execution processes with an eye toward government AeroISR applications and growth opportunities Develop sales pipeline forecasting to give a view on demand by aero platforms, strategic partners and channels to accelerate sales opportunities Assess and validate strategic customers needs for Government aeronautical services globally so as to make sure to anticipate their evolution Customer Sales Manage direct government end user engagements FVEY Australia, Canada, New Zealand, the United Kingdom and the United States, NATO, as well as indirect fulfillment with tier 1 integrators, execute sales and manage relationships with existing and potential customers Manage assigned global government aeroISR sales channels while leveraging and partnering with regionally deployed government sales colleagues to support the growth and the daytoday demands of such channels Sell and over achieve monthly and quarterly sales targets Effectively introduce differentiated MEOGEO hybrid and mPower solutions to government aero customers in relevant markets Account Management Develop account plans for major accounts in direct government aero engagements FVEY Australia, Canada, New Zealand, the United Kingdom and the United States, NATO as well as via indirect fulfillment including action plans for all mustclose opportunities on a quarterbyquarter basis Manage the customer relationship between the lead generation and fulfillment processes Constantly optimise value proposition offered to our customers Conduct workshops with core customers to introduce new SES technology and capability options Develop account plans to grow key government aeroISR customers Your Competencies Ability to balance strategic thinkingtactical operations to execute segment vision and objectives Ability to identify, qualify, capture and close Government aeroISRmobility opportunities Ability to differentiate the SES offerings MEOGEO, mPower in the aeroISR space to deliver commercial benefit within the largest growth area for the government segment Ability to listen to customers aeroISR demands, identify solutions and sellpresent SATCOM requirementssolutions to foreign governments and SES Staff Strong presentation, negotiation and influencing skills Proven ability to understand the aero business of our customers and their customers and able to create industry insights that position SES as a thought leader and drive the respective customers Very forward and aggressive hunter and negotiation skills with the ability to effectively close commercial deals, 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 Profile University education within Engineering, Finance or other relevant area. Additional MBA is considered an advantage Minimum 10 years experience selling complex telecommunications services in the AeronauticalISR industry, with a demonstrated clear track record for numerical results over the past few years Previous experience with selling in the government aero market is mandatory Knowledge of satellite, telecoms, media or other communications sectors Proven track record in government and institutional market development Excellent knowledge of technical, financial and operational aspects of the business 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 considered as an additional asset Willingness and ability to travel approximately 30 of the time for customer engagements Hold or be eligible to receive required security clearances 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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Category:Transportation and Logistics