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(Senior) Sales Director, Global Government Sales, APAC

Requisition Number:  10478
Contract Type:  Permanent
Location(s): 

Singapore, SG

ROLE DESCRIPTION SUMMARY

As part of SES Networks this commercial function is responsible for executing on strategic sales goals for global government customers in the APAC region and delivering on assigned sales revenue targets.

The Global Government Sales Director is focused on exceeding the assigned Global Government revenue target. 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 Fixed Data segments. In this position the incumbent will integrate differentiated customer approaches into commercial go-to-market resources at infrastructure and services level and 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 delivers customised solutions to global defence 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, execute the Global Government APAC 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.
  • 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 & execution processes.
  • 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.

 

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 and create channel partners and relationships with senior government officials including Ministries of Defense, government authorities and other leaders.
  • 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

  • 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.
  • Demonstrates adherence to the SES Way of Working, ethics and codes.

 

COMPETENCIES

  • Ability to listen to customers SATCOM demands, identify solutions and sell/present SATCOM requirements/solutions to foreign governments and SES Staff.
  • 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 and the ability to establish high level business contacts.
  • Demonstrated experience and skills in making effective sales presentations.
  • High level of personal integrity, and adhere to a strict code of conduct and personal behavior.
  • Very good 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.

 

QUALIFICATION & EXPERIENCE

  • MBA or Master’s Degree in Business, Engineering, Public Policy or Communications.
  • Minimum 5 years’ experience selling complex telecommunications services in the Aerospace industry, with a demonstrated clear track record for numerical results over the past few years.
  • Previous experience with selling to Telco, Service Providers or Government is mandatory.
  • Knowledge of satellite, telecoms, media or other communications sectors.
  • Proven track record in government and institutional market development.
  • In depth understanding of its current & future products and solutions.
  • Demonstrated ability to operate effectively 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.
  • Fluency in English; 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.

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