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Manager, Segment Solutions Engineering, Global Government

Requisition Number:  12374
Contract Type:  Permanent
Location(s): 

Washington DC, US

Role Description Summary

 

The Solutions Engineering Manager is the primary managerial technical point of contact for prospective and existing customers within the Global Government segment. The Solutions Engineering Manager is an integral member of Global Government support Team, providing supervision in all aspects of defining, developing and improving solutions for customer’s service requirements using the full suite of products and services. This includes SES GEO & MEO satellite assets, ground networks and third party where applicable. The Senior Manager will be responsible for the management of a global team of Solution Engineers. The successful candidate will ensure tasks are completed in a timely manner according to priorities, mentoring, training, presenting and developing the team are key components of the role.

 

Extended Job Description:

Primary Responsibilities / Key Result Areas

 

  • Manage/mentor and develop Global Government Solutions Engineering team to maximum potential;
  • Perform line management functions for Global Government Solutions Engineering staff;
  • Prioritize workload in accordance with commercial commitments and team dynamics;
  • Continually address staff workloads based on account and revenue allocations;
  • Prospect pre-qualification with direct interface with customer/prospect engineers, and business development staff; Manage and respond within strict and challenging deadlines to Request for Proposals/Information (RFP/RFI) and associated tenders;
  • Represent Global Government Solutions Engineering team at senior management and C-level customer meetings;
  • Supervise optimized technical service solutions and prepare technical proposals in support of sales requests and formal RFPs with a detailed understanding of the customer’s service requirements, business environment and Total Cost of Ownership (TCO) drivers;
  • Perform in depth engineering analysis to determine how new and existing services can be optimized;
  • Challenge legacy processes/solutions/procedures based on accurate data and present alternate efficient options;
  • Prepare, advise and present advanced customer presentations on service solutions, systems design and standard products;
  • Develop and provide advanced training to customers both internal and external on SES Networks services and products;
  • Present regular professional updates on Government technical solutions and team allocations to Senior Management when required;
  • Engage with customers to schedule operational trials and demonstrations, enhancing the customers knowledge of SES products;
  • Support Marketing Department as technical author when required (Case study prep, and application notes etc.);
  • Represent SES Networks at trade shows and industry conferences by presenting and enhancing the Global Government opportunities available from SES;
  • Work with customers to help them grow their business with SES Networks by identifying new, innovative applications which can be supported and service expansions which can be contracted;
  • Track and understand new satellite access schemes, earth station antenna design, and wireless and network technologies, systems and applications.  Understands their use with the SES Networks system to support end-to-end customer service applications;
  • Recommend to customers new technologies being developed for use with the SES Networks system which can better serve their needs and increase SES Networks share of wallet;
  • Assist Product Development, Segment Market Managers and associated stakeholders in understanding what customers need to grow their business in terms of satellite architectures, new product types, ground terminal developments, service cost models, beam placements, and SES Networks operations customer service support;
  • Maintain existing customer frequency allocations including satellite carrier and or lease changes, transmission plan activation and maintenance using SES software tools;
  • Mentoring Global Government Solutions Engineering team members as Subject Matter Expert with the knowledge gained of E2E Solutions; Products; Managed Services offering and SLAs;
  • Ensure all solutions are entered correctly in SES CRM databases from an SE perspective;
  • Comprehension of satellite technologies, ground equipment, antennas, licensing, testing, certification, military standards/specifications, governing bodies and encrypted communication systems;
  • Advanced knowledge and solution design for MEO Government opportunities. Utilizing current MEO constellation and bridging to mPOWER;
  • When required, provide Solutions Engineering support to other stakeholders;
  • Provide conduit to Senior Management for Global Government Solutions Engineering;
  • Defining and implementing appropriate tools and technologies to foster a collaborative workspace for all team members;
  • Maintains organization ethics and morals and always adheres to the SES Codes of Conduct;
  • Other ad-hoc duties or projects, as required by Senior Solutions Engineering Management.

 

Competencies

 

  • Technical knowledge: Advanced proficiency in satellite transmission analysis and complex solution engineering. Extended knowledge of satellite design, antenna performance, broadcasting technologies, VSAT networks, network architecture, access schemes, data networking, engineering software development and radio frequency propagation analysis;
  • Problem solving; has the capacity to analyze complex and diverse problems, in the Government market, that could have a major impact on the organization.
  • Experience and knowledge of IP networks, Cloud architecture, Government applications, virtualization, ISR/Mobility services;
  • Excellent Negotiation & Communication skills: Ability to efficiently assist Sales in creating winning technical proposals. Excellent presentation techniques and effective sales proposal skills. Ability to present to C-level staff and customers. Ability to work effectively in structured or virtual teams;
  • Excellent Customer Relation skills: Build and maintain relationships with customers guided by the capture team in order to retain and grow revenues and margins. Gain a clear understanding of the customers’ businesses and requirements and be able to offer the customer bespoke advice based on forthcoming product developments or services, that could lead to new sales and/or to service optimizations;
  • Market intelligence & new technology developments: In this highly competitive market it is necessary to have an ongoing knowledge and understanding of the market and developments in the customer base. Specific trends or shifts in the market need to be monitored, tracked, analyzed and reported to management or other parts of the organization;
  • Segment knowledge: With customers and staff located in different regions of the world, it is key to understand the variances within the segment and as such the differences in market settings, customers’ expectations & requirements to be able to determine the different necessary strategies; 
  • Management: Perform line management function for Global Government Solutions Engineering team. Develop managerial skills and practice good management consistently. Mentor staff and address challenging situations as required. Develop the team to ensure a motivated workforce which are challenged and multiskilled.

 

Qualification & Experience

 

  • Bachelor’s in electrical engineering/Communications/Computer Science;
  • Proven experience in managing technical teams locally and remotely;
  • Minimum of 10 years of relevant industry experience in Government markets;
  • Extensive knowledge and experience with GEO and MEO services;
  • Knowledge of satellite transmission analysis and optimization;
  • Knowledge of satellite access technologies and earth station components;
  • Strong knowledge and experience in IP based networks and services;
  • A working knowledge of the design and architecture of enterprise networks that utilize and incorporate satellite communications for government applications, including but not limited to: command and control, remote and mobile video conferencing, ISR, back office business systems, VOIP, etc.; hands-on experience with some or all these applications a definite plus;
  • Governmental clearances will be desirable;
  • Regional market experience and business cultural awareness;
  • Knowledge of English is essential. Additional regional languages desirable;
  • Excellent communication ability, both in written and verbal;
  • Proficiency in languages will be viewed as a positive;
  • Strong interpersonal, presentation and sales proposal skills;
  • Willing to travel internationally and meet directly with clients;
  • Ability to work and manage effectively in a global high energy multicultural team.

 


Nearest Major Market: Washington DC

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