Director, Defense Networks (Army)

SES Space & Defense is a trusted partner ensuring mission success for our customers by blanketing the globe with multi orbit end to end satellite and technology solutions which provide reliable, secure, and high bandwidth connectivity. We strive to be the only solution when success is critical, and we will take care of our employees because we recognize they are our competitive advantage.The SES S&D Team, along with our customers and partners, will achieve success through integrity, honor, and commitment.

Position Summary

Delivers communications solutions that are network & satellite based, to US Army and COCOM customers by focusing on mission success of US Government end-users while meeting/exceeding SES GS revenue and new business targets. Responsible for planning and executing a full range of sales and business development tasks, with the goal of successfully executing sales, growing the long-term pipeline and winning new business.

Manages a team that grows a pipeline of business opportunities; plans and executes strategic business capture plans; writes competitive proposals; and supports the establishment and stand-up of new contracts/programs.

Primary Responsibilities

• Call on or develop relationships necessary to acquire new business and maximize profitable contract revenue over time and manage existing accounts to broaden and deepen the company's business base.
• Develop, identify, qualify, manage proposal process, write winning proposals manage through sales closure process
• Develop and execute a customer intimacy plan with US Army to include
• Develops and delivers customer solutions employing GEO and MEO satellite fleet capabilities, managed services, and end-to-end solutions
• Develop and deliver solutions that may employ satellite capabilities but are NOT limited to space based options. Candidate must understand the application of a wide range of (TELECOM) problem solving options.
• Works directly with US Government end-users and market channel partners to understand their current/future mission satellite requirements.
• Develop and deliver customer solutions by employing geostationary (GEO) and medium earth orbit (MEO) satellite fleet and end-to-end solutions.
• Leads proposal efforts and writes technical proposals in response to Government procurements.
• Develops win strategies for specific business opportunities and assembles winning teams that complement SES GS capabilities and share similar business philosophies.
• Manages a portfolio of client accounts, to include both contracts directly with the US Government and indirect partners and customers supporting US Government end-users.
• Develops winning responses to RFIs, RFPs, and RFQs
• Meets with US Government end-users and market channel partners to understand their current and future mission satellite requirements as well as anticipate/resolve potential problems
• Provides subject matter expertise to US Government end-users and market channels externally, as well as to SES GS and SES stakeholders internally in the delivery of SATCOM solutions for combatant command and other operational requirements, including multiple orbits (MEO, GEO, future LEO) and military frequencies (X- and Military Ka-bands)
• Develops account plans for strategic programs consistent with SES GS business goals.
• Manages and grows a pipeline of business opportunities.
• Conducts presentations, demonstrations, site visits to inform client of SES GS value proposition.
• Manages subcontractors, consultants, and other team members during capture/proposal effort.
• Supports the establishment and stand-up of new contracts/programs.
• Gathers/disseminates business intelligence for identification of new business opportunities.

Required Qualifications

• A Bachelor's degree in Business Administration, Management, Engineering, National Security Policy, Military Arts & Sciences, or a candidate with 15+ years of relevant work experience
• Secret or above active clearance or ability to obtain that clearance within the 1st year
• Ability to travel and support building relationships at APG
• Experience in or out of uniform service working inside or around US Army Communications & Combatant Commands developing communications plans and orders or supporting the execution of plans and orders.
• Ability to create/successfully execute account plans for customers, including identifying current/future customer requirements for GEO and MEO satellite bandwidth, infrastructure, managed services, and end-to-end solutions.
• Subject matter expertise in the delivery of SATCOM solutions for combatant command and other operational requirements, including multiple orbits (MEO, GEO, future LEO) all
  frequencies both military and commercial (X- and Military Ka-bands, C, Ku, Ka)
• Knowledge of competing satellite organizations, their fleets, and capabilities as well as value added services such as teleport, terrestrial, and MPLS infrastructure.
• Ability to work with both industry partners and U.S. Government end-users to identify requirements; then develop, shape, and sell applicable SES satellite fleet, end-to-end solutions delivering product and services.
• Ability to provide information/insights regarding near-term, mid-range and long-term opportunities by utilizing a variety of research tools to monitor new business opportunities, notices of procurement actions, contract awards and Requests for Proposals
• Understanding of the telecom and satellite business environment including knowledge of revenue and cost drivers, network infrastructures, and government customer applications
• U.S. military, U.S. Government civil service, or commercial satellite communications industry experience working with the U.S. Government
• Extensive knowledge of the technology needs, market trends, and procurement practices of U.S. military and civilian agencies
• Outstanding written, verbal communication and presentation skills
• Strong analytical, problem solving and negotiation skills
• Strong cross-functional team leadership skills
• Ability to travel at least 30% of the time
  
  

SES Space & Defense is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, pregnancy, genetic information, disability, status as a protected veteran, or any other protected category under applicable federal, state, and local laws. #LI-Hybrid #LI-DR1