Senior Director of Business Development GEO/Space Markets

2 weeks ago

OK United States OneWeb Technologies Full time

The Senior Director of Business Development is responsible for developing relationships within key U.S. Government, DoD Programs of Record, Intelligence Community, SDA, DUI, DARPA and AFRL to increase OWT brand recognition, identify and characterize unique communications technology-related opportunities, secure research and development funding, and develop sales opportunities of Eutelsat America Corp/OneWeb Technologies unique portfolio of GEO/LEO satellite services, leading to revenue growth. Working collaboratively with all Eutelsat America Corp/OneWeb Technologies departments, you will establish, grow, and maintain government relationships in the assigned market segment to reach revenue targets, gather and anticipate customer requirements, and customize product delivery, to position Eutelsat America Corp/OneWeb Technologies as an industry leader in innovative communication solutions.

ESSENTIAL DUTIES
  1. Develop a growth strategy focused on expanding Eutelsat America Corp/OneWeb Technologies’ GEO/LEO market share within the U.S. Federal Government, DoD, Programs of Record, Intelligence Community, SDA, DIU, DARPA and AFRL.
  2. Leverage and build on existing relationships within the U.S. Federal Government, DoD, Programs of Record, COCOM’s, Intelligence Community, SDA, DIU, DARPA and AFRL to reach and exceed revenue targets.
  3. Conduct research to identify new markets and customer needs.
  4. Collaborate with Sales /Partner Business Development Teams, identify areas of interest and drive engagement.
  5. Must be able to develop business cases for opportunities.
  6. Promote the Company’s products/services addressing or predicting clients’ objectives.
  7. Provide trustworthy feedback and after-sales support.
  8. Analyze and seek growth and client opportunities in the assigned market segment.
  9. Must have a strong understanding of U.S. Federal, DoD and Intelligence Community programs, program offices, and commercial satellite communications contracting/requirements.
  10. Develop and cultivate business relationships with all potential clients in the U.S. Federal Government, DoD, Intelligence Community, Five Eyes (FVEY), Allied and Aligned Nations and commercial spheres.
  11. Manage and grow a robust opportunity funnel to reach and exceed revenue targets.
  12. Maintain leads, opportunities and develop quotes in CRM.
  13. Leverage end user relationships and drive requirements to preferred contract vehicles.
  14. Establish a deep understanding of, and ability to anticipate customer requirements and provide guidance on product evolution. Promote Eutelsat America Corp/OneWeb Technologies as an innovative and customer focused organization that can build bespoke satellite communication solutions.
  15. Pursue security clearance relationships via DD-254s for every opportunity.
  16. Work with the Eutelsat America Corp/OneWeb Technologies Marketing Team to ensure correct and effective market positioning.
  17. Understand market pricing to ensure competitive bids can be provided to potential customers.
  18. Actively work with Eutelsat America Corp/OneWeb Technologies Future (Architecture) Systems personnel to identify and describe new potential lines of business for development.
  19. Liaise/interact with Eutelsat America Corp/OneWeb (parent company) Chief Technology Officer (CTO) office personnel as appropriate to establish future systems definitions and requirements.
  20. Compose technical white papers and proposals for potential customer consumption, in coordination with other Eutelsat America Corp/OneWeb Technologies personnel and departments.
  21. Expected travel – at least 50%.
COMPETENCIES EDUCATION AND KNOWLEDGE
  1. Bachelor’s degree in engineering, business, marketing, communications, or related field preferred.
  2. Master’s degree in space, strategy, national security (and related fields), or business administration.
  3. Strong understanding of Salesforce.
  4. Strong technical skills in the Satellite and Telecommunications field, with the ability to articulate distinct aspects of services and products.
  5. Strong understanding of program funding, type certification and accreditation.
  6. Strong understanding of pipeline development, revenue forecasting, and opportunity tracking.
EXPERIENCE
  1. 10+ years selling GEO Satellite services to the U.S. Federal Government, DoD and/or Intelligence Communities.
  2. Organizational leadership experience or documented participation in influencing the direction and goals of collaborative teams.
  3. Close association with U.S. DoD, and specifically, U.S. Space Force.
  4. Demonstrated success conducting the sales process from plan to close.
  5. Long-form technical proposal or thesis composition including construction and/or collation of supporting artifacts.
TALENTS
  1. Excellent verbal and written communication skills.
  2. Strong interpersonal and presentation skills.
  3. Robust organizational skills and attention to detail.
  4. Must be self-motivated, dynamic, creative team player.
  5. Strong analytical and problem-solving skills.
  6. Skill in establishing strategic objectives and tactical waypoints, differentiating, and prioritizing among them.
  7. Ability to act with integrity, professionalism, and confidentiality.
  8. Ability to work independently, and collaboratively in a dynamic small team environment.
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