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Senior Manager, Sales MECA

Requisition Number:  17734
Contract Type:  Permanent

Dubai, AE

As part of the SES Enterprise and Cloud Sales team, the Senior Manager has the key role of managing the  salesbusiness in the Middle East and Central Asia Region. 

The vision of SES is to deliver seamless network solutions to end users (Civilians, Government, Armed Forces, Energy, Mining, local service providers, Telcos, MNOs, CLOUD, and other enterprise customers) where traditional terrestrial options are unavailable or not suitable.  In this position, you will integrate differentiated customer approaches into commercial go-to-market resources at infrastructure and services level and will also be responsible for the management of a dedicated sales team, for the generation of profitable long-term top-line revenues and for the increase of SES’s market share in the region.


You will be responsible for (this is not an exhaustive list):


Sales strategy 

  • Define and execute the MECA strategic sales plan and vision so as to achieve its objectives and to promote revenue, profitability and growth
  • Analysis of the market, trends, customer segmentation and competitor activity to determine target customer groups and sales planning per locations, segments and service lines (Provide market feedback to the market intelligence group, support the business planning, general planning & execution processes)
  • Build and develop Universal Service Obligation strategy in the region and lead the narrative for the key countries to develop a satellite friendly regulatory framework 
  • Assess and validate strategic customers’ needs in the region and anticipate their evolution
  • Open route to Telco and MNOs market by jointly developing Cellular Backhaul opportunities across MECA over mPOWER
  • Identify strategic opportunities to develop the business case for SES Next Ka-Band satellite  
  • Develop go-to-market approach in the region and define strategic sales initiatives for customers as well as generate sales leads and close contracts in accordance with set revenue objectives
  • Create sales pipeline forecasting to give a view on demand by existing products and services and new ideas for improvement and innovation to influence investment decisions
  • Work with Product and Commercial in scoping out market segments and defining product pricing


Customer sales

  • Assist the TEAM to identify commercial leads, prepare client proposals, negotiate offers, execute sales and manage relationships with existing and potential customers
  • Manage the sales channels developed by the Channel Partner Program department and support the growth and the day-to-day demands of such channels
  • Collaborate with local sales to address product and solution requirements and opportunities
  • Work with the commercial department to prepare the optimum price proposals
  • Negotiate and close contracts with prospect and accounts at senior level


Account management    

  • Assist the team in managing the customer relationship between the lead generation and fulfillment processes
  • Prepare and maintain an account plan for the customers
  • Constantly optimise value proposition offered to our customers



  • Manage the dedicated Sales Team and ensure the team is supported by various functions within SES   as needed (Commercially responsible for deals, including P&L)
  • Supervise the process from requirements capture to order entry and validation (Provide status updates to the customer regarding provisioning of the order and manages expectations)
  • Use the T3 Sales method to conduct all internal and external sales engagements





Must Have

  • University education with a bachelors degree in Engineering, Finance or other relevant areas. An MBA is considered an advantage
  • Minimum 15  years of experience in selling complex telecommunications services in the Middle East, with a demonstrated clear track record for numerical results over the past few years
  • Knowledge of satellite communications industry  
  • Expertise in technical, financial, and operational aspects of the business
  • Demonstrated leadership experience in an international and multi-cultural environment
  • Verbal and written communications skills in English and Arabic
  • Willingness and ability to travel approximately 50% of the time internationally to meet with customers


Nice to Have

  • Lead by example in organizational ethics and morals 
  • Hunter mentality with the ability to effectively make commercial offers, negotiate solutions and drive the sales process by personal engagement
  • Ability to balance strategic thinking/tactical operations to execute Company’s vision




  • Bonus and equity plans
  • Comprehensive and competitive benefits plan
  • A range of wellness activities and employee assistance programs 
  • An employer that values all aspects of Diversity and respects every individual’s story

SES is an Equal Opportunity Employer, committed to workplace diversity & inclusion. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, disability, or other characteristics protected by local, state, or federal law.

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