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Manager, Global Government Sales, UK & Ireland

Requisition Number:  13157
Contract Type:  Permanent
Location(s): 

London, GB

Role Description Summary:

 

The vision of SES Networks and LuxGovSat is to deliver robust network solutions to customers in Government, Mobility, and Fixed Data segments. You will integrate differentiated customer approaches into commercial go-to-market resources at infrastructure and services level and be responsible for the generation of profitable long-term top-line revenues and increase SES’s market share for Global Government markets. You will deliver customised solutions to defence, civilian government and institutions, who are seeking regional and global solutions. You will be required to systematically identify future satellite and capability development requirements for a unique customer set with global defence, security, humanitarian and institutional requirements.

 

Do you have…? 

 

  • A proven track record in government and institutional market development and established network of contacts in government, telco, integrators, vendors and related parties
  • A proven track record in revenue acquisition and increasing market share from a challenger position in an extremely competitive environment
  • UK citizenship with eligibility to obtain and hold required security clearances (mandatory)

 

If you are interested in becoming part of the SES family, click on ‘read full job description’ to find out more. 

 

Extended Job Description:

Primary Responsibilities/Key Result Areas:

 

Sales strategy

 

  • Analyse the market, trends, customer segmentation and competitor activity, to determine target customer groups and sales planning per locations, segments and service lines
  • Develop differentiated regional go-to-market-strategies taking into account specific requirements and market dynamics of the UK and ally markets
  • Develop and implement a strategy with indirect channels as required
  • 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
  • Develop the business plan and pipeline for SES growth in the UK defense and security market

 

Customer sales

 

  • In line with the overall SES Networks strategy, execute the Global Government Europe, sales plan to achieve its objectives and to promote revenue, profitability and growth via customer sales and inside sales
  • Undertake commercial sales activities associated with the Global Government portfolio of business in effort to achieve the annual revenue and cost budget
  • Identify and acquire new customers; identify and follow-up sales opportunities; proactively and continuously engage with prospects and customers in order to identify market trends and opportunities
  • Identify, acquire and leverage national and international funding in order to facilitate complex project businesses
  • Decide on and define proposal strategies and tactics in order to improve probabilities of winning opportunities
  • Identify commercial leads, elaborate client proposals, negotiate offers and contracts, execute sales and overachieve sales targets and manage relationships with existing and potential customers
  • Identify key areas of demand and create channel partners and relationships with senior government officials including Ministries of Defense, government authorities and other leaders
  • Contribute to a global team effort in the creation of strategic partnerships toward gaining access to market opportunities in countries wherein indigenous providers are the required channel for sales activity

 

Account management

 

  • Manage the customer relationship between the lead generation and fulfillment processes
  • Present new upgrades to customers regarding current offer
  • Constantly optimise value proposition offered to our customers
  • Supervise contract executions and assume contract management responsibilities as required
  • Manage the process from requirements capture to order entry and validation. Provide status updates to the customer regarding provisioning of the order and manages expectations

 

Who We Are Looking For (More About You):

 

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

 

Skills/Competencies:

 

  • Able to listen to customer demands, identify solutions, and sell solutions to government customers
  • Able to negotiate and close deals for high value communications services at Senior Management level
  • Forward and driven sales hunter with the ability to effectively make commercial offers, negotiate solutions and drive the sales process by personal engagement
  • Entrepreneurial spirit and focus on closing deals
  • Ability to lead cross departmental and cross entity capture teams
  • Able to lead complex and multi-faceted projects in finance, legal and technical aspects
  • Able to understand the business of our customers (and their customers) and able to create industry insights that will position SES as a thought leader and drive the respective customers
  • Able to drive the co-operation between the various SES departments, resulting into efficient and pro-active interdepartmental results
  • Able to navigate complex, and sometimes opaque, political, regulatory and commercial environments
  • Strong interpersonal and network skills and the ability to establish high level business contacts
  • Demonstrated experience and skills in making effective sales presentations
  • Strong commercial judgment and the ability to operate within a sometimes high pressure environment, or under short timeframes
  • Diplomatic manner and high integrity

 

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

 

  • Minimum 10 years professional experience, preferably with 5 or more years in satellite related field selling complex satellite services to Telcos, Satellite Service Providers or Governments in the European region with a demonstrated clear track record for numerical results over the past few years
  • Ideally 10 years plus military career in UK Forces with substantial exposure to communications services
  • Highly knowledgeable in the functioning of Government and Institutional organizations, military and NATO organizations:
    • Understanding of Governmental budget cycles and procurement techniques and associated RFPs and Tenders
    • Knowledge of governmental lobbying and advisory methods with good contacts into various Governments
    • Acknowledged and renowned specialist regarding defense communications requirements and possesses an in-depth understanding of the requirements of the UK Defense forces
    • Understands global government customers to identify their requirements and buy-in process.
  • Understands the market dynamics and commercial deals in the satellite telecommunication industry
  • Possess profound intelligence about and longstanding in-depth involvement in the Skynet program
  • Knowledge of satellite communications industry by identifying and anticipating customer needs, assessing their implications, determining their impact and developing/implementing action plans
  • Good understanding of advanced satellite technology and ground networks
  • Fluency in English; knowledge of additional regional languages where UK defence and security forces may operate is a plus
  • Willingness and ability to travel approximately 50% of the time, domestically and 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

The contents of this job description are subject to change. SES and its Affiliated Companies are committed to hiring and retaining a diverse workforce. We are an Equal Opportunity/Affirmative Action employer and will consider all qualified applicants for employment without regard to race, color, ancestry, national origin, gender, sex, sexual orientation, gender identity, marital status, religion, age, disability, veteran status, or other characteristic protected by local, state, or federal law.

 

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