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(Senior) Manager, Business Development Projects

Requisition Number:  11803
Contract Type:  Permanent
Location(s): 

Betzdorf, LU

Role description summary

 

In support of the Senior Vice President, Corporate Development, the Manager, Business Development Projects is responsible for the inception, development, folow-up and maturation of mid- and long-term programs for differentiated services and solutions potentially in any of the verticals of SES.

 

Extended Job Description:

 

 

Primary responsibilities / Key result areas

 

The position is primarily responsible for the development and follow-up of strategic business opportunities that will drive SES mid- to long-term strategy and/or revenues, focusing on the development of new business and new market channels in the frame of satcom or other solutions & programs within all verticals of SES. Furthermore, the position, as well as the role of the entire department, should be intended as the mid- to long-term business development partner function to the SES Video and Networks organization and an enabler of their ability to generate revenues over that time horizon.

 

The position requires a strong relationship with all internal and external customers, partners and suppliers throughout the entire end-to-end service value chain with Luxembourg-national and multinational organizations such as the European Space Agency, European Commission, Agencies and Centres (e.g. GSA, Frontex, EFCA, EMSA, EEAS, DLR, Luxembourg Space Agency) and the Ministry of Defence of different countries.

In full coordination and harmony with his/her own department as well as the SES Video and Networks organization, the Manager, Business Development Projects is required to meet the following primary objectives:

 

  • Identify, develop and mature mid- and long-term programs for differentiated services and solutions
  • Support the successful development, positioning and growth of SES market entities
  • Establish new market channels and partnering concepts including the idea generation, value proposition, concept development and market testing in close coordination with the internal commercial & engineering teams and external partners
  • Identify, develop and manage relations with national market gatekeepers & partners, with a view of developing new direct and indirect distribution channels
  • Develop relations with national and international research and supporting organizations such as the European Space Agency (ESA)
  • Support SES strategic interests with regards to existing and upcoming tendering processes and participate into them in coordination with the SES entities responsible for bidding, by enabling and supporting the various phases of requests for information (RFI) like proposal preparation, proposal handover and proposal presentation
  • Enable SES revenue generation in the respective areas of competence in support of the achievement of the Development department revenue targets
  • Identify and pursue SES business opportunities through customer visits, speaker opportunities, organization of demos at events, conferences and other suitable occasions
  • Cooperate within cross-functional teams across business (internally and externally) incl. customers and market partners
  • In coordination with the SES responsible sales entities, leverage in-house expertise and current infrastructure and service portfolio to expand SES’ reach with customers in new markets and with governments and institutions with whom SES does not already have exposure
  • Work closely with the SES Networks commercial and product development teams, and its affiliates to develop go-to-market strategies for institutional government products and solutions globally
  • Provide inputs for weekly report preparations, SES Senior Leadership Team’s requests as well as SES Board of Directors requests.

 

Competencies:

 

  • Excellent capability to drive projects (incl. budget management) in cross-functional and complex contexts
  • Good understanding of satellite-based communications solutions and technology
  • Mature understanding of the governmental and institutional procurement processes, as a minimum in a typical European context
  • Successful and proven track record in developing market channels and opportunities, qualifying and pursuing them, with the focus to generate large revenue streams
  • Profound knowledge of company applications and solution portfolio, ability to develop and mature new market channels and partnering concepts, to secure short, mid and long term growth options
  • General engineering understanding regarding new & innovative satellite technologies
  • Drive, engagement and creative/innovative thinking to bring new business models to the front
  • Outstanding problem solving, negotiation, and presentation skills
  • Strong ability to network and build long-term relationships
  • Ability to deal with multi-disciplinary stakeholders (technical, finance, commercial, legal)
  • Understanding the market dynamics and technological drivers in the verticals of interest for SES, and help formulate the consequential innovation & commercial development strategies
  • Financial acumen, ability to evaluate and establish business cases
  • Proven communication capabilities
  • Good coordination skills in a multicultural and interdisciplinary set-up
  • Ability to work independently with minimal supervision
  • Be bold and perseverant and ability to think ahead and “outside the box”
  • Willing to travel internationally

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Qualifications & Experience:

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  • Master Degree in RF, Electronics, Telecommunications Engineering, Information Technology or equivalent qualification or experience
  • 8 + years professional commercial or business development experience in any of the following industries: government, consulting, data mobility, telecom, or satellite working in a development related field within a telecommunications network operator or vendor
  • Experience in managing institutional and governmental relationships, both at working and management level, nationally and internationally
  • Expertise in satellite-based communication solutions and technologies (e.g. networking devices, protocols and technologies, IP Delivery Platforms)
  • Excellent working knowledge of Office 365 tools, MS Project
  • NATO/EU Secret security clearance is desirable
  • Fluency in English; the knowledge of other languages is considered an additional asset.

 

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