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(Senior) Manager- Fixed Data Segment Market Management 1

Requisition Number:  16054
Contract Type:  Permanent
Location(s): 

Manassas, VA, US Reston, VA, US Stafford, VA, US Bristow, VA, US

PRIMARY RESPONSIBILITIES / KEY RESULT AREAS

 

  • Developing and maintaining Enterprise and Energy Segment Strategy – including Go-To-Market approach, Partners/Channels, Pricing Strategy, and End-to-End 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 Networks Segment as it relates to satellite enabled Enterprise connectivity, Mobile/Cellular networking, Wholesale IP/Ethernet Trunking , Cloud, and Consumer Broadband applications
  • In parallel, assessing future technology evolution for the Fixed Networks Segment; e.g. Satellite Segment evolution, plus higher order capabilities such as Enterprise IT/OT trends, Cloud Infrastructure and Services, IoT, LTE/5G evolutions, etc.
  • Diagnosing customer needs – i.e., desired business outcomes and challenges/pain 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, Fleet/Asset Utilization Strategies, Commercial/Pricing Structures, Partner/Channel Requirements, and Customer Facing Collateral (roadmaps, feature descriptions, value propositions). 
  • Owning & managing the product and service offerings from cradle-to-grave using industry convention Product LifeCycle (PLC) processes:  Introduction, Growth, Maturity, and Decline.
  • Delivering on KPIs for segment success, typically measured by sales, revenues, P&L/profitability, and RoI on required investments.
  • Communicating the Fixed Data Segment strategy internally and externally, serving as an advocate and leading by influence to align cross-functional stakeholders in support of the strategy
  • Working with SES Marketing functions, designing and orchestrating sales enablement campaigns:  Collateral, training, roadshows, etc.
  • Interfacing with a cross-functional set of peers & internal/external functions including Product Management, Engineering, Commercial Management, Asset Management, Suppliers, Partners/Channels, and Sales and Marketing in support of the Fixed Networks Segment strategy and business.
  • Serving as a public voice for SES for developing market presence and thought leadership 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

 

  • Deep knowledge and skills acrosssome, or all, of the following areas: Ethernet / IP networking, Enterprise IT / OT, Satellite networking, Cloud Infrastructure and IoT
  • Self-motivation to stay up-to-date on industry / business trends and developments, maintaining professional growth and development using multiple approaches (e.g., self-study, seminars, workshops, and professional affiliations.)
  • Self-starting and self-managing 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
  • Product Management & Solution Design skills, blending a passion for understanding customer needs, the application of technology with professional services, partnering arrangements, and commercial frameworks to design impactful products and services
  • Business Development skills, able to balance near term performance against long-term strategy
  • Business case creation to include top-down and bottoms up revenue projections, investment requirements, P&L analysis, RoI profiling, competitive analysis, and SWOT analysis/risk mitigation
  • Effective negotiation skills, showing strong commercial and analytical abilities in finding “win-win” solutions both internal to SES as well as between SES and customers/partners/channels.
  • 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

 

  • 10+ years’ experience in the Telecom/SatCom/ISP industry in one or more of the following areas:  Product/Portfolio Management, Business Development, Solution Design and/or Engineering.
  • Demonstrated knowledge of business and technology trends for key Fixed Networks application areas – Enterprise IT/OT/Cloud/IoT connectivity, Energy sector connectivity, Bandwidth wholesaling,
  • 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 Telco/MNO, ISP, Satellite Service Provider, System Integrator, and/or 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 trends/analysis, business case justifications, product roadmap development, product life-cycle management
  • Demonstrated managerial and/or thought leadership experience in a multinational organization, covering strategic, technical, commercial and marketing aspects 
  • Demonstrated public profile for industry events, media, and/or analyst engagements
  • Bachelor’s Degree or equivalent in either Engineering with focus on Networking/IT, 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

 

 


Nearest Major Market: Washington DC

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