About us : It’s a great time to be part of the SES teamWe are the world’s leading satellite operator with over 70satellites in two different orbits, Geostationary Orbit (GEO) andMedium Earth Orbit (MEO).
We provide a diverse range of customerswith global video distribution and data connectivity servicesthrough two business units : SES Video and SES Networks.
Our globalteam works collaboratively to make a significant, and oftenlife-changing difference in the world. As part of our team, youwill play an integral part in delivering on our vision.
At SES, weconnect and enable broadcast, telecom, corporate and governmentcustomers, and enrich the lives of billions of people worldwide.
Director, EMEA Sales, Global Government Luxembourg - Betzdorf ROLE DESCRIPTION SUMMARY As part of global satelliteoperator, SES, this commercial function is responsible for leadinga team and executing on strategic sales goals for global governmentcustomers in Europe, Middle East and Africa while delivering onassigned sales revenue targets.
PRIMARYRESPONSIBILITIES / KEY RESULT AREAS Sales strategy Execute theGlobal Government sales plan in the Europe, Middle East and Africato achieve its objectives and to promote revenue, profitability andgrowth via customer sales and inside sales;
Undertake commercialsales activities associated with the Global Government portfolio ofbusiness in effort to achieve the annual revenue and cost budget;
Contribute to a global requirements-driven process towardidentifying key drivers for government demand, assure customerneeds drive the products developed for government as well asservice delivery for government end-users;
Analyze the market,trends, customer segmentation and competitor activity, to determinetarget customer groups and sales planning per locations, segmentsand service lines.
Provides market intelligence feedback from themarket. Supports business planning and general planning &execution processes.
Customer sales Identify commercial leads,elaborate client proposals, negotiate offers, execute sales andmanage relationships with existing and potential customers;
Identify key areas of demand and create channel partners andrelationships with senior government officials including Ministriesof Defense, Foreign Affairs, NATO and other government leaders;
Sell and over achieve sales targets; Contribute to a global teameffort in the creation of strategic partnerships toward gainingaccess to market opportunities in countries wherein indigenousproviders are the required channel for sales activity.
Accountmanagement Manage the customer relationship between the leadgeneration and fulfillment processes; Present new upgrades tocustomers regarding current offer as well as growth onto newstrategic assets across the SES fleet Constantly optimize valueproposition offered to our customers.
COMPETENCIESAbility to listen to customers demands, identify solutions andsell / present requirements / solutions to foreign governments and SESStaff;
Strong presentation, negotiation and influencing skills;Proven ability to understand the business of our customers (andtheir customers) and able to create industry insights that willposition SES as a thought leader and drive the respective customers;
Very good technical knowledge regarding SES’ products allowing tobetter 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 theability to effectively make commercial offers, negotiate solutionsand drive the sales process by personal engagement;
Stronginterpersonal and network skills and the ability to establishhigh level business contacts; Demonstrated experience and skills inmaking effective sales presentations;
High level of personalintegrity, and adhere to a strict code of conduct and personalbehavior; Very good commercial judgment and the ability to operatewithin a sometimes high pressure environment, or under shorttimeframes;
Ability to multi-task and possesses a high level ofadvance communication, interpersonal, management and creativeproblem solving skills.
QUALIFICATION & EXPERIENCE MBAor Master’s Degree in Business, Engineering, Public Policy orCommunications preferred; Minimum 10 years’ experience sellingcomplex telecommunications services in the Aerospace industry, witha demonstrated clear track record for numerical results over thepast few years;
Previous experience with selling to Telco, ServiceProviders or Government is mandatory; Knowledge of satellite,telecoms, media or other communications sectors;
Proven trackrecord in government and institutional market development ; Indepth understanding of its current & future products andsolutions;
Demonstrated ability to operate effectively in aninternational and multi-cultural environment; Knowledge ofsatellite communications industry by identifying and anticipatingcustomer needs, assess their implications, determine their impactand develop / implement action plans;
Fluency in English; knowledgeof other languages (preferably Spanish and French) considered as anadditional asset; Hold or be eligible to receive required NATOsecurity clearance(s);
Willingness and ability to travelapproximately 40-50% of the time, including internationally What’s in it for you? In addition to a competitive salary andbenefits package, we offer you a truly global opportunity in anexciting industry and all the support you’ll need for both yourprofessional and personal development.
But most of all, we offer atruly unique opportunity to play your part in making a differencefor those who need it most. We strive to uphold honesty,transparency and courage in everything we do.
We’re proud to belongto the SES team and collaborate towards success. Good toknow For more information on SES, click here.
SES is an EqualOpportunity Employer and welcomes diversity!