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Senior Sales Manager, Global Government Sales, Americas

Requisition Number:  12560
Contract Type:  Permanent
Location(s): 

Miramar, FL, US Manassas, VA, US Mexico City, MX Washington DC, US

ROLE DESCRIPTION SUMMARY

 

As part of SES Networks this commercial function is responsible for establishing strategic sales goals for Global Government customers in the Americas region and delivering on assigned sales revenue targets.

 

The Global Government Sales leader is focused on exceeding the assigned Global Government revenue target while managing an operating budget, building/sustaining a world class sales team and recruiting resources when necessary. This position is required to clearly identify future satellite and capability development requirements for a unique customer set with global defense, security, humanitarian and institutional requirements.

 

The vision of SES Networks is to deliver robust network solutions to customers in Government, Mobility and Integration segments. In this position the incumbent will integrate differentiated customer approaches into commercial go-to-market resources at infrastructure and service levels. The Global Sales Leader will be responsible for the generation of profitable long-term top-line revenues and increase SES’s market share for Global Government markets.

 

This position manages and delivers customized solutions to global governments and NGO institutions, who are seeking regional and global solutions.

 

Extended Job Description:

 

PRIMARY RESPONSIBILITIES / KEY RESULT AREAS

Sales strategy

 

  • In adherence to the overall SES Networks strategy, define and execute the Global Government Americas sales plan to achieve its objectives and to promote revenue, profitability and growth via customer sales and inside sales
  • Lead commercial sales activities associated with the Global Government portfolio of business in effort to achieve the annual revenue and cost budget
  • Analyze the market, trends, customer segmentation and competitor activity to determine target customer groups and sales planning per locations, segments and service lines. Provides market intelligence feedback from the market
  • Supports business planning and general planning and execution processes
  • Develop and execute go-to-market in line with strategy to increase market share
  • Contribute to a global requirements-driven process. Identifying key drivers for government demand, assure customer needs, drive the products developed for government, as well as service delivery for government end-users

 

Customer sales

 

  • Identify commercial leads, elaborate client proposals, negotiate offers, execute sales and manage relationships with existing and potential customers
  • Identify key areas of demand, create channel partners and relationships with senior government officials; including armed forces, government authorities and other leaders
  • Manage the Global Government Americas sales channel and support the growth and the day-to-day demands of such channels
  • Sell and over achieve sales targets
  • 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

 

Other

  • Potentially manage a dedicated Americas sales team and ensure the team is supported of the day to day sales activities and deal making including deal planning and capacity management
  • Manage the process from requirements to capture order entry and validation
  • Provide status updates to the customers regarding provisioning of the order and manage expectations
  • Build, appraise, develop and manage a sales team effectively capable of carrying out needed initiatives, in support of SES Networks Government Customer Segment
  • Lead by example in organizational ethics and morals, and act against non-adherence to the SES Way of Working, ethics and codes.
  • Represent SES Networks in public forums, speaking engagements, and media events in coordination with the marketing and communications teams

 

COMPETENCIES

 

  • Ability to balance strategic thinking/tactical operations to execute Company’s vision
  • Ability to motivate and inspire a team to meet and exceed performance objectives
  • Ability to listen to customer demands, identify requirements, develop solutions and sell to foreign governments
  • Strong presentation, negotiation and influencing skills
  • Proven ability 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
  • Very good technical knowledge regarding SES’ products allowing to better drive the co-operation between the various departments, resulting into efficient and pro-active interdepartmental results
  • Very forward and aggressive hunter and negotiation skills with the ability to effectively make commercial offers, negotiate solutions and drive the sales process by personal engagement
  • Strong interpersonal and network skills with the ability to establish high level business contacts
  • Demonstrated experience and skills in making effective sales presentations
  • High level of personal integrity, adhering to a strict code of conduct and personal behavior
  • Excellent commercial judgment and the ability to operate within a sometimes-high pressure environment, or under short timeframes
  • Ability to multi-task and possesses a high level of advance communication, interpersonal, management and creative problem-solving skills
  • Demonstrated ability to operate in a multicultural environment, and to communicate effectively with colleagues and business partners from diverse cultural backgrounds

 

QUALIFICATION & EXPERIENCE

 

  • MBA or Master’s Degree in Business, Engineering, Public Policy or Communications or commensurate commercial and/or government experience
  • Minimum 10 years’ experience selling complex telecommunications services in the technology sector, with a demonstrated clear track record for numerical results over the past few years
  • Previous experience with solution selling to Governments is mandatory
  • Knowledge of satellite, telecoms, media or other communications sectors
  • Proven track record in government market development
  • In depth understanding of its current/future products and solutions
  • Excellent knowledge of technical, financial and operational aspects of the business
  • Demonstrated leadership experience in an international and multi-cultural environment
  • Knowledge of satellite communications industry by identifying and anticipating customer needs, assess their implications, determine their impact and develop/implement action plans

 

OTHER KEY REQUIREMENTS / COMMENTS

 

  • Fluency in English and Spanish and/or Portuguese; knowledge of other languages considered as an additional asset
  • Hold or be eligible to receive required security clearance(s)
  • Willingness and ability to travel approximately 50% of the time, domestically and internationally.

 

 

 

SES is an Equal Opportunity and Affirmative Action Employer


Nearest Major Market: Fort Lauderdale
Nearest Secondary Market: Miami

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