Sales Manager, Space and Defence

ROLE DESCRIPTION SUMMARY
The (Senior) Sales Manager is focused on executing the SES Space & Defence business strategy, driving the business development and sales efforts with direct end-users and strategic partners to fulfill the long-term vision in the Government market. The main objective is to find new opportunities and to secure related customer engagements for SES, with a view to meet and exceed SES budgets and business plans for the outlined key market(s).

In this position you will be responsible for the identification, qualification, pursuit and capture of strategic and commercial initiatives in the French Government market through engagements with integrators and the end-user community to expand SES in the French market.

If building relationships and engagements with decision makers, system integrators, solutions providers as well as the end-user community sounds like your sport, join SES!

You will be responsible for (this is not an exhaustive list):

▲ Go-to-Market Strategy

• Execute the strategic business development / strategic sales plan for the French Government market, leveraging SES’ (Managed and Sovereign) MEO/GEO solutions and portfolio for said government so as to achieve SES objectives and acceleration of adoption of SES solutions among French Government end-users
• Analyze the market, trends, customer segmentation and competitor activity, to determine target customer groups, channels and sales planning
• Support business planning and general planning & execution processes with an eye toward government applications and growth opportunities
• Develop sales pipeline forecasting to give a view on indirect demand by strategic partners and channels to accelerate sales opportunities 

▲ Customer Capture 

• Develop customer alignment and excitement into SES differentiated core (Managed and Sovereign) GEO and MEO assets (among which GOVSAT-1 and O3b mPOWER), while working with corporate assets to ensure proper resourcing is allocated for delivery and growth of the market 
• Be a major catalyst through business development and account management activities to grow strategic partners and channels to accelerate the French Government sales 
• Support or specific lead proposal efforts and effectively introduce Managed and Sovereign solutions to government customers in retained markets

▲ Account Management

• Develop strategic account plans to grow key government customers with direct engagements to Governments as well as via indirect fulfillment
• Meet - and strive to exceed - the (team) sales targets
• Manage customer relationship from lead generation up to project fulfillment processes
• Develop, manage and execute the strategic partners in the selected market(s)
• Constantly optimise value proposition offered to SES’ customers; conduct workshops with core customers and partners to introduce new SES technologies and capability options

YOUR PROFILE:

Must Have 

• University degree (ideally with legal, commercial, and/or technical background) and/or Military Academy degree
• Minimum 10 years’ experience in the Government industry
• Fluency in French and English
• Demonstrated leadership experience in international and multi-cultural environment
• Knowledge of satellite communications industry by identifying and anticipating customer needs, assessing their implications, determining their impact and developing/implementing adequate action plans
• Excellent knowledge of technical, financial and operational aspects of the business
• Willingness and ability to travel up to 50% of the time for customer and/or partner engagements
• Preferably French national, living in France (Living or willing to live in a neighbouring country and travelling to France is also an option)

Nice to Have

• Ideally a 10 years military career with (French) Armed Forces, with substantial exposure to related communications services
• Problem-solving, ability to respond to different situations, considering a range of possible options within overall organizational policies to determine best solutions for customer and SES
• Project management and planning skills and capability to work in accurate and organized manner with proven attention to detail
• Forward and driven sales hunter with ability to effectively make commercial offers, negotiate solutions and drive the sales process by personal engagement

WHAT'S IN IT FOR YOU

• Flexible working policy
• Bonus and equity plans
• Comprehensive and competitive benefits plan
• A range of wellness activities and employee assistance programs 
• 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 of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, disability, or other characteristics protected by local, state, or federal law.