Position Title: Senior Director, Airborne ISR/C3 Sales and Integrated Development

Security Clearance: U.S. Government Secret Security Clearance

Overview:

The Senior Director, Airborne ISR/C3 Sales and Integrated Development, is a subject matter expert in the delivery of SATCOM solutions for mobility customers, to include airborne ISR, C3, and other mobility requirements.

The Senior Director will manage a portfolio of client accounts, to include both contracts directly with the US Government and indirect partners and customers supporting US Government end-users.   The Senior Director focuses on ensuring the mission success of US Government end-users while meeting/exceeding the company’s revenue and new business targets.  He/she is responsible for planning and executing a full range of sales and development tasks, with the ultimate goal of successfully executing sales and winning new business.  This includes working directly with US Government end-users and market channel partners to understand their current/future mission satellite requirements; developing and delivering customer solutions employing geostationary (GEO) and medium earth orbit (MEO) satellite fleet and end-to-end solutions; identifying customer requirements in support of the company’s new service and product offerings; managing and growing a pipeline of business opportunities; planning and executing strategic business capture plans; writing competitive proposals; and supporting the establishment/stand-up of new contracts and programs.  He/she will also support the development of new products, solutions, and capabilities for airborne ISR, C3, and other mobility requirements, utilizing both current company assets and next-generation systems.

The Senior Director should possess a solid background in the commercial satellite communications industry, U.S. Government operations and mission applications, U.S. Government employment of satellite communications capabilities, and U.S. Government acquisition and procurement processes.  The Senior Director must have the strong desire and ability to identify, analyze, segment, target and win business opportunities.  The Senior Director is expected to acquire new business to maximize profitable contract revenue over time and manage existing accounts to broaden and deepen the company’s business base.  Duties will include all phases of development - identification, qualification, proposal management, proposal writing, and sales closure. 

Experience/Qualifications:

·         Subject matter expertise in the delivery of SATCOM solutions for mobility customers, to include airborne ISR, C3, and other mobility requirements;

·         A Master’s Degree in Business Administration, Management, Engineering, National Security Policy, Military Arts & Sciences, or a related field is desired.  Highly qualified candidates with a Bachelor’s Degree in these areas and 10+ years of relevant work experience will be considered;

·         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;

·         Previous experience supporting U.S. Government commercial satellite communications requirements is desirable;

·         Proven ability to work with U.S. military and civilian agencies to identify their requirements, develop and shape applicable the company’s satellite fleet and end-to-end solutions, and deliver relevant programs, services, and product offerings;

·         Outstanding written, verbal communication and presentation skills;

·         Strong analytical, problem solving and negotiation skills;

·         Effective, enthusiastic team player with a demonstrated ability to partner across boundaries of function, rank and other differences;

·         Strong cross-functional team leadership skills;

·         Ability to travel at least 30% of the time.

 

Essential Job Functions:

 

·         Executes sales and wins new business;

·         Provides subject matter expertise to US Government end-users and market channels externally, as well as to company stakeholders internally in the delivery of SATCOM solutions for mobility customers, to include airborne ISR, C3, and other mobility requirements;

·         Understands the company’s sales process -- identifies, analyzes, segments, targets, and wins business opportunities for satellite services;

·         Manages and grows a pipeline of business opportunities;

·         Writes competitive proposals;

·         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;

·         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;

·         Meets with US Government end-users and market channel partners to understand their current/future mission satellite requirements.  Conducts presentations, demonstrations and site visits to inform client of the company’s value proposition;

·         Ability to work with both industry partners and U.S. Government end-users to identify requirements; then develop, shape, and sell applicable company satellite fleet, end-to-end solutions delivering product and services;

·         Supports the development of new products, solutions, and capabilities for airborne ISR, C3, and other mobility requirements, utilizing both current company assets and next-generation systems;

·         Establishes/maintains effective client relationships, enabling the company to anticipate/resolve potential problems and deliver solutions for customer challenges and satellite solutions;

·         Gathers/disseminates business intelligence to provide identification of new business opportunities.  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, etc.;

·         Identifies opportunities, understands requirements, and develops winning responses to RFIs, RFPs, and RFQs;

·         Develops and delivers customer solutions employing GEO and MEO satellite fleet capabilities, managed services, and end-to-end solutions;

·         Understanding of the telecom and satellite business environment including knowledge of revenue and cost drivers, network infrastructures, government customer applications and competitive dynamics;

·         Knowledge of competing satellite organizations, their fleets, and capabilities as well as value added services such as teleport, terrestrial, and MPLS infrastructure;

·         Monitors industry and technology developments, and continuously builds subject matter expertise in the delivery of SATCOM solutions for mobility customers, to include airborne ISR, C3, and other mobility requirements;

·         Develops account plans for strategic programs consistent with the company’s business goals; 

·         Provides effective account management oversight to assigned US Government customers and market channel partners;

·         Leads proposal efforts and write technical proposals in response to Government procurements;

·         Develops win strategies for specific business opportunities and assembles winning teams that complement the company’s capabilities and share similar business philosophies;

·         Manages subcontractors, consultants, and other team members during the capture/proposal effort;

·         Identifies customer requirements and supports the development of future company service and product offerings;

·         Manages a pipeline of business opportunities;

·         Manages subcontractors, consultants, and other team members during the capture/proposal effort;

·         Supports the establishment/stand-up of new contracts and programs.

 

 

 

The hiring company and its Affiliated Companies are committed to hiring and retaining a diverse workforce. They are an Equal Opportunity/Affirmative Action employer and will consider all qualified applicants for employment.