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Director, Global Government Sales, Europe

Requisition Number:  13594
Contract Type:  Permanent
Location(s): 

Betzdorf, LU

Role Description Summary:

In this commercial function, you are responsible for leading a team and executing on strategic sales goals for global government customers in Europe while delivering on assigned sales revenue targets. You will aspire to exceed the annual revenue and total contract value (TCV) target for your region while managing an operating budget and building and sustaining a world class sales team. You will identify future satellite and capability development requirements for a unique customer set with defense, security, diplomatic, humanitarian as well as institutional connectivity needs.

 

The vision of SES Networks is to deliver robust network solutions to customers in Government, Mobility, and Fixed Data segments. In this position, you will integrate differentiated customer approaches into commercial go-to-market resources at infrastructure and services level and will be responsible for the generation of profitable long-term top-line revenues and increase SES’s market share for Global Government markets in Europe both directly with government agencies as well as with industry and service solutions partners.

 

Do you have…? 

  • Experience managing geographically dispersed capture, sales, marketing and business development teams with verifiable success and quota achievement
  • Experience with selling to telcos, service providers or Governments
  • NATO and EU Security clearance

 

Extended Job Description

Primary Responsibilities/Key Result Areas:

  • In adherence to the overall SES Networks strategy, execute the Global Government sales plan in Europe to achieve its objectives and to promote revenue, profitability and growth via customer sales and inside sales
  • Develop differentiated regional go-to-market-strategies taking into account specific requirements and market dynamics of the various European Nations and the European Commission as well as its agencies
  • Undertake commercial sales activities associated with the Global Government portfolio of business in effort to achieve the annual revenue and cost budget
  • Contribute to a global requirements-driven process toward identifying key drivers for government demand, assure customer needs drive the products developed for government as well as service delivery for government end-users
  • Determine target customer groups and sales planning per locations, segments and service lines. Provide market intelligence feedback from the market. Support business planning and general planning & execution processes
  • Identify, acquire and leverage national and international funding in order to facilitate complex project businesses
  • Identify commercial leads, elaborate client proposals, negotiate offers, execute sales and manage relationships with existing and potential customers, from lead generation to fulfilment processes
  • Identify key areas of demand and create channel partners and relationships with strategic partners, industry solution providers as well as senior government officials including Ministries of Defense, Foreign Affairs, and other government and institutional leaders
  • Present new upgrades to customers regarding current offer as well as growth onto new strategic assets across the SES fleet
  • Constantly optimise value proposition offered to our customers
  • Assume full responsibility for team output and take full ownership for key projects and bids from a sales perspective; leverage team resources and optimize the output in a synergetic manner; assign team members to opportunities as appropriate
  • Manage, coach and develop a team of specialized Sales Managers and assume responsibility for their pre- and post-sales activities
  • Manage the process from requirements capture to order entry and validation. Provide status updates to the customer regarding provisioning of the order and manage expectations

Who We Are Looking For (More About You):

In order to achieve the outcomes described above, we believe you will have the following:

Skill/Competencies:

  • Understands customers SATCOM demands, capable of identifying solutions and sell/present SATCOM requirements/solutions to foreign governments and SES Staff
  • Capable of effectively leading people and teams, including cross-departmental and cross-entity bid teams
  • Demonstrates an understanding of the business of our customers (and their own customers) and able to create industry insights that will position SES as a thought leader and drive the respective customers
  • Very forward and driven sales hunter with developed negotiation skills with the ability to effectively make commercial offers, negotiate solutions, drive the sales process by personal engagement and in final close related contracts, deals and transactions
  • Strong interpersonal and networking skills and the ability to establish high level business contacts
  • Excellent communication skills and demonstrated experience in delivering effective sales presentations
  • Excellent commercial judgment and the ability to operate within a sometimes high pressure environment, or within short timeframes

Preferred Education & Experience (a combination of education and experience will be considered):

  • Minimum 10 years’ experience selling complex telecommunications services in the Aerospace industry and highly knowledgeable in the functioning of Government, defense and institutional organizations, with a demonstrated clear track record for numerical results over the past few years
  • Proven track record in the following:
    • developing, and managing, complex solutions using fixed and mobile satellite systems, mobile, tactical networks and technical services
    • government and institutional market development with current portfolio of customers and end user relationships
    • developing new markets through direct, and indirect, channel strategies
  • Demonstrates knowledge and understanding of the following:
    • Governmental budget cycles and procurement techniques and associated RFPs and tenders
    • satellite, telecoms or other communications sectors including identifying and anticipating customer needs, assess their implications, determine their impact and develop/implement action plans
    • governmental lobbying and advisory methods with good contacts into various European Governments
    • current & future products and solutions
  • Possesses experience managing Profit and Loss ownership as well as ability to manage financial reports to include providing pertinent data and information
  • Fluency in English; knowledge of other languages (preferably German and/or French) considered as an additional asset
  • Willingness and ability to travel approximately 25% of the time, including internationally

What’s in it for you:

  • Flexible working policy
  • Bonus and equity plans
  • Comprehensive and competitive benefits plans
  • A range of wellness activities and employee assistance programmes (varies by location)
  • An employer that values all aspects of Diversity and respects every individual’s story

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