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(Senior) Manager, Sales, Global Cloud

Requisition Number:  13819
Contract Type:  Permanent
Location(s): 

The Hague, NL Betzdorf, LU

ROLE DESCRIPTION SUMMARY

 

As part of SES Networks this commercial function is responsible to help cloud providers reach and serve their clients by selling and partnering to ‘sell with’ and ‘sell through’ solutions that they need. The incumbent leads the development and advocacy for products, solutions and investments that will accelerate growth in the Global Cloud segment which includes Cloud Service Providers and their clients, which may involve cross-selling with the other commercial segments.

 

The vision of SES is to deliver seamless network solutions to end users where traditional terrestrial options are unavailable or not suitable (government, mobility, telcos, MNOs, Cloud and enterprise). In this position, the incumbent will integrate differentiated customer approaches into commercial go-to-market resources at an services level for the generation of profitable long term top-line revenues and for the increase of SES’s market share.

 

Click on the link below for more detail

 

Extended Job Description:

 

PRIMARY RESPONSIBILITIES / KEY RESULT AREAS

 

Sales strategy

 

  • In adherence to the overall SES Networks strategy, lead the development and execution of the strategic sales plan and vision so as to achieve its objectives and to promote revenue, profitability and growth; via customer sales for Global Cloud segment;
  • Provide market intelligence feedback. Support business planning and general planning & execution processes;
  • Assess and validate Cloud providers and their customers’ needs for services globally so as to make sure to anticipate their evolution;
  • Define strategic sales initiatives for Cloud based accounts globally as well as generate sales leads and close contracts in accordance with set revenue objectives;
  • Develop sales pipeline forecasting to give a view on demand by existing products and services and new ideas for improvement and innovation to influence investment decisions;
  • Work with product and commercial in scoping out market requirements and defining product pricing.

 

Customer sales

 

  • Identify commercial leads, elaborate client proposals, negotiate offers, execute sales and manage relationships with existing and potential customers; 
  • Develop Partner Agreements and/or Master Frame/Service Agreements with Cloud providers and their clients;
  • Negotiate and close contracts with prospects and accounts at senior level;
  • Identify key channel partners for targeted market segments. Work with commercial and marketing organizations to address product and solution requirements and opportunities.

 

Account management

 

  • Stay close to  customers to continuously demonstrate value of the end-to-end integration of SES’ connectivity services business;
  • Constantly optimise value proposition offered to customers;
  • Manage the customer relationship between the lead generation and fulfillment processes;
  • Present new upgrades to customers regarding current offer.

 

Other

 

  • Through a matrix management approach, manages a team to ensure that customers are supported by various functions within SES Networks and Corporate as needed. Commercially responsible for deals, including P&L; 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;
  • Together, with the SMI team, analyze market, trends, customer segmentation and competitor activity, to determine target customer and sales planning per locations, segments and service lines;
  • In consultation with Executive team ensures appropriate resourcing to deliver on the strategy to generate revenue growth in different market segments at the appropriate cost of sale;
  • Develop and execute a Channel Partner strategy targeting identified market segments;
  • Leads by example in organizational ethics, morals, the SES Way of Working and Code of Conduct.

 

QUALIFICATIONS & EXPERIENCE

 

  • Proven understanding in both cloud and networks, ideally having worked with both;
  • 7+ years’ experience selling complex networking, information technology and/or telecommunications services with a demonstrated clear track record for numerical results;
  • Experience in selling at CxO level, within Cloud Providers, Mobile Network Operators, Telcos and/or global enterprises;
  • Knowledge of networking solutions and/or satellite communications industry by identifying and anticipating customer needs, assess their implications, determine their impact and develop/implement action plans;
  • Willingness and ability to travel approximately 40-50%% of the time domestically and internationally to meet with leaders of end users.

 

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

 

 

Good to know:

 

SES is an Equal Opportunity employer, committed to workplace diversity & inclusion. We do not discriminate on the basis on race, religion, colour, national origin, gender, sexual orientation, age, marital status, veteran status, disability, or other characteristic protected by local, state, or federal law.

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