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Manager Sales, Europe

Requisition Number:  15419
Contract Type:  Permanent
Location(s): 

The Hague, NL London, GB Betzdorf, LU

ROLE DESCRIPTION SUMMARY

 

SES’s vision is to deliver seamless network solutions where traditional terrestrial options are either unavailable or require supplement serving Government, Telco and Enterprise markets. The Regional Sales Europe team works closely with all the major Service Providers, Telco’s and MNO’s, where above market growth is delivered through strategic and tactical delivery of progressive projects.

 

The role itself is for Key Account Manager (KAM) of some of Europe’s largest SES Networks accounts, with the focus being on growing the Speedcast Global account. Through a matrix leadership approach, the Speedcast Account Manager (SAM), leads a cross functional team to ensure that support by various functions within SES Networks and Corporate are delivered to best in class standards to Speedcast and its customers.

 

The SAM is commercially responsible for growth and managing the process from solution requirement capture to order entry and validation.

In consultation with both the SES and Speedcast Executive team, the SAM ensures appropriate resourcing to deliver on the jointly agreed Account strategy.  The role will also entail managing a number of Europe Sales high profile customers, predominantly based in the UK.  In addition to account management, which will involve working on strategic account plans to help grow the business they have with SES,  the candidate will also be responsible for new business development in markets across Europe, scope TBC.

 

As the Global Account Manager for Speedcast and its Affiliated Business Units this role represents SES Networks to one of its most significant Strategic accounts, with it being the largest service provider in the world. Setting out and operationalizing the Account Strategy for the Speedcast Account Team and our Executive team requires the following key attributes and disciplines:

 

 

Extended Job Description:

 

PRIMARY RESPONSIBILITIES / KEY RESULT AREAS

 

  • In depth understanding and execution of the Europe Sales team go to market strategy (GTM) and team charter to achieve agreed objectives and to promote revenue, profitability, and growth.
  • Ability to both ideate, develop, and execute an Account Plan that delivers above market growth whilst providing guidance to the Speedcast Account team on priorities and challenges and how to overcome.
  • Intimate understanding of market, trends, customer segmentation and competitor activity, to determine target customer and sales planning per locations, segments, and service lines.
  • Provide market intelligence feedback. Support generic business planning and general planning & execution processes.
  • Assess, validate Speedcast’s GTM needs for differentiated global/regional services.
  • Define strategic sales initiatives for Speedcast and its Affiliates globally as well as generate sales leads and close contracts in accordance with set revenue objectives.
  • Develop sales pipeline forecasting for both existing products and services along with new ideas for improvement and innovation to influence investment decisions.
  • Work with SES Networks product and commercial in scoping out market requirements and defining product pricing.
  • Identify commercial leads, elaborate client proposals, negotiate offers, execute sales, and manage relationships with existing and potential customers. 
  • Maintain and develop Partner Agreements and/or Master Frame/Service Agreements with Speedcast and other large European Partners.
  • Negotiate and close contracts – simplify the complex.
  • Leads by example in organizational ethics, morals, the SES Way of Working and Code of Conduct.
  • New business development for other UK partners, and other yet TBC regions which fall under the scope of Regional Sales.

 

COMPETENCIES

 

  • Ability to balance strategic thinking/tactical operations to execute Company’s vision.
  • Ability to motivate and inspire a team to meet and exceed customer expectations
  • Proven ability to understand the business of our Service Provider Partners (and their customers) and able to create industry insights that will position SES as a thought leader.
  • A polished professional with the ability to multitask, have strong negotiation skills and the ability to effectively make commercial offers, negotiate and present solutions and drive the sales process by personal engagement.
  • Strong interpersonal and network skills and the ability to establish and nurture high level business contacts.
  • High level of personal integrity, and adherence 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.
  • Willingness to travel to Australia, US and other Speedcast locations outside of the UK.  Plus travel to trade shows and other general business trips.
  • Willingness to travel for approx. 25% of your working time

 

QUALIFICATION & EXPERIENCE

 

  • University education within Engineering, Information Technology, Business, or other relevant area. Additional MBA is considered an advantage.
  • Minimum 5 years’ experience selling complex networking, information technology and/or working closely with customers in some kind of commercial customer facing role with a demonstrated clear track record.
  • Experience in working with and partnering at CxO level, within Service Providers, Mobile Network Operators, Telcos, Cloud Providers and/or global enterprises.
  • Demonstrated leadership experience; previous Channel/Partner Management experience is a prerequisite
  • Knowledge of Technical networking solutions and/or satellite communications industry by identifying and anticipating customer needs, assess their implications, determine their impact and develop/implement action plans.
  • Excellent verbal and written communications skills in English are a must. Knowledge of other languages are considered an additional asset.

 

 

GOOD TO KNOW


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

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