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Senior Manager, Fixed Data Segment Market Management
2020-10-13 11:11:45| Space-careers.com Jobs RSS
The Sr. Manager, Fixed Data SMM is a senior member of a team defining and executing the portfolio and GoToMarket strategies for SES Networks satelliteenabled products and managed services targeted at the Fixed Data market segment, which includes Telco, MNO, Service Provider, and Enterprise customers. This role will be instrumental in SES mission of closing the digital divide for the globally 4B unconnected and underconnected broadband users, as well as bringing broadband and cloud connectivity to remote and underserved enterprises. The role will be highly outcome focused, with measures of success including market impact, revenue and profitability, and customer adoption of MobileCellular networking, Wholesale IPEthernet Trunking, Enterprise, Cloud, and Consumer Broadband products and services. As a part of the larger Fixed Data SMM team, the role involves the following activities Developing and maintaining the Segment Strategy including GoToMarket approach, PartnersChannels, Pricing Strategy, and EndtoEnd Solution Packaging Identifying and recommending priority markets for SES, including customer segments and solutions, geographies, and addressable markets Leading efforts internal to SES across multiple functional organizations to lobby for and secure resourcing to deliver on the strategy e.g. staff, tools, etc. Analysing and gaining deep insights into market conditions for the Fixed Data Segment as relates to satellite enabled MobileCellular networking, Wholesale IPEthernet Trunking, Enterprise, Cloud, and Consumer Broadband applications In parallel, assessing future technology evolution for the Fixed Data Segment e.g. Satellite Segment evolution, plus higher order capabilities such as Enterprise ITOT trends, Cloud Infrastructure and Services, IoT, LTE5G evolutions, etc. Diagnosing customer needs i.e., desired business outcomes and challengespain points that ultimately inform SES portfolio strategy for the Fixed Data Segment Defining, and launching impactful product and service offerings for the Fixed Data Segment with key deliverables including Business Cases, Market Requirement Descriptions, Solution Descriptions, FleetAsset Utilization Strategies, CommercialPricing Structures, PartnerChannel Requirements, and Customer Facing Collateral roadmaps, feature descriptions, value propositions. Managing the product and service offerings from cradletograve using industry convention Product LifeCycle PLC processes Introduction, Growth, Maturity, and Decline. Delivering on KPIs for segment success, typically measured by sales, revenues, PLprofitability, and RoI on required investments. Communicating the Fixed Data Segment strategy internally and externally, serving as an advocate and leading by influence to align crossfunctional stakeholders in support of the strategy Creating and delivering executive level SESInternal briefings to secure approvals and investments as needed to advance the Fixed Data Segment Strategy Working with SES Marketing functions, designing and orchestrating sales enablement campaigns Collateral, training, roadshows, etc. Interfacing with a crossfunctional set of internalexternal functions including Product Management, Engineering, Commercial Management, Asset Management, Suppliers, PartnersChannels, and Sales and Marketing in support of the Fixed Data Segment strategy and business Serving as a public voice for SES for developing market presence for the Fixed Data Segment, which could include evangelizing in customer and industry fora as well as supporting media and analyst events Providing leadership and guidance not necessarily managerial leadership to the other team members in accomplishing team objectives and deliverables, implying higher levels of ownership and accountability COMPETENCIES The role requires a combination of Deep knowledge and skills across some or all of the following areas Satellite networking, EthernetIP networking, Cloud Infrastructure and Services, MobileCellular networking including LTE5G, Enterprise ITOT and IoT Selfmotivation to stay uptodate on industry business trends and developments, maintaining professional growth and development using multiple approaches e.g., selfstudy, seminars, workshops, and professional affiliations. Selfstarting and selfmanaging work approach, able to work independently or with little guidance to assess customer needs and company priorities and derive segment deliverables, set action plans and manage team priorities to achieve these deliverables Solution Design skills, blending the application of technology with professional services, partnering arrangements, and commercial frameworks to define impactful products and services Business Development skills, able to balance near term performance against longterm strategy Business case creation to include topdown and bottoms up revenue projections, investment requirements, PL analysis, RoI profiling, competitive analysis, and SWOT analysisrisk mitigation Effective negotiation skills, showing strong commercial and analytical abilities in finding winwin solutions both internal to SES as well as between SES and customerspartnerschannels. Cross functional team leadership, frequently leading by influence, forming and directing cross functional teams towards common objectives and deliverables. Working openly, supportively, and collaboratively with others for solving problems and sharing ideas Strong presentation skills possessing the ability to produce and present content in an inspiring manner to a variety of internal and external audiences Intercultural awareness, working across a global enterprise with awareness and sensitivity to global cultural variations QUALIFICATION EXPERIENCE The role requires a combination of 10 years experience in the TelecomSatComISP industry in one or more of the following areas ProductPortfolio Management, Business Development, Solution Design andor Engineering Demonstrated knowledge of business and technology trends for key Fixed Data application areas MobileCellular networking especially LTE5G, BW wholesaling, Enterprise ITOTCloudIoT connectivity Extensive experience interfacing with customers to assess their business objectives, challenges, and pain points, including working with customers as a trusted advisor to recommend impactful solutions Proven track record of launching and managing products and services aimed at MNOTelco, ISP, Satellite Service Provider, System Integrator, andor end user Enterprise customers. Experience defining such products and services on behalf of a communications or network service provider is preferred. Experience with processes for new product development, implementation management, including market trendsanalysis, business case justifications, product roadmap development, product lifecycle management Demonstrated managerial andor thought leadership experience in a multinational organization, covering strategic, technical, commercial and marketing aspects Demonstrated public profile for industry events, media, andor analyst engagements Bachelors Degree or equivalent in either Engineering with focus on NetworkingIT, or Marketing with focus on Business Development Fluency in English. Other languages, French, Spanish, etc. are considered as additional assets Ability to undertake international travel, up to 30 of the time Apply HERE
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