Sales Manager, Global Government Pacific

ROLE SUMMARY

The Senior Manager, Global Government Pacific will identify, develop, close and manage Defence, Security & Institutions (“DSI”) business opportunities and on related programs in Japan and South Korea. The incumbent will manage new and existing DSI customers, actors, service providers and government actors (Ministries, Agencies, Programs) and directly influence and close major deals with relevant key government players directly or indirectly via leading telecom operators, service and solutions providers, system manufacturers and other players in his/her area of responsibilities.

PRIMARY RESPONSIBILITIES / KEY RESULT AREAS

• Meet and overachieve yearly revenue and contract backlog objectives
• Identify, develop, close and manage new and existing DSI business opportunities in the region
• Follow and lead SES actions in the context of larger government programs as well as relevant commercial opportunities with the aim of ensuring customer satisfaction and maintain revenue
• Contribute to construct ‘go-to-market’ strategies in the DSI sector with key focus on direct and indirect lobbying and selling
• Develop and manage a high-level network of senior government officials within the targeted sector and maintain a good knowledge of the market, policies, government trends, and competitors
• Strive to understand the DSI customer requirements and needs, and develop key insights that can help the Global Government partner/customer to improve their business

COMPETENCIES

• Verifiable experience in annually closing new sales of at least USD 2.0 million and proven track record of exceeding sales goals with governmental partners/customers
• Experience in accompanying a team in developing proposals in response to RFIs/RFPs or direct sales
• Experience in managing government customers, preferably in different countries and across different verticals
• Sound knowledge of business processes in the region and risk mitigation

• Proven hunter with diplomatic skills in overall governmental environment
• Good written and verbal communication skills in English are essential
• Prospecting skills; Qualifying skills; Presentation skills; Deal-closing skills; Negotiation skills; Developing and maintaining client relationships skills

QUALIFICATIONS & EXPERIENCE

• Bachelor’s Degree in Business, Electrical Engineering or Data Communications from an internationally recognized university
• Minimum of seven years of experience in selling complex connectivity solutions using a combination of satellite/terrestrial and governmental services to governments, defence agencies or actors and/or institutions directly or through relationships with other telecom operators, service and solutions providers as well as other market actors
• Expert of Japan and optionally South Korea government, defence and institutional environments with an existing network of high-level contacts
• Willingness and ability to travel up to 50% of the time, domestically and internationally

OTHER KEY REQUIREMENTS / COMMENTS

• Preference for Japanese national, with exiting links into Japanese governmental and institutional environment in DSI segment
• Tokyo-based or close to capital, prepared to travel regularly to Tokyo and South Korea
• Incumbent has preferably been positively vetted by the Japanese Government by previous or current employer and/or prepared to be vetted for this position by the appropriate authorities