Manager, Governmental Satellite Communications

SES

Betzdorf, Luxembourg

ROLE DESCRIPTION SUMMARY

As a Manager, Governmental Satellite Communications you will play a pivotal role to position LuxGovSat as a leading player in the GOVSATCOM value-chain through your strong expertise in the provision of solutions to governmental and institutional users. You will be responsible for managing and developing capacity, executing services contracts and for generating revenues & backlog in line with LuxGovSat’s growth strategy, while building strong user relations, in a government-to-government context.

You will contribute to deliver value to LuxGovSat’s users in supporting and helping them achieve their key objectives. In this position, you will use a tactical and strategic mindset, playing a strong advisory role to leverage LuxGovSat’s ambitions and strategy at Government and Institutional level (such as but not limited to NATO, EDA, MoD’s, EEAS, FRONTEX, EMSA, ESA and their agencies). Furthermore, you will need a strong alignment and cooperation with all other LuxGovSat commercial channels to market, maximizing the overall value for our customers and commercial success of LuxGovSat.

You will be responsible for (this is not an exhaustive list):

User Strategy:
- Support the development of user requirements and drive priorities in alignment with the LuxGovSat growth strategy;
- Identify and drive the decisions and actions needed to adapt to changes in the market, as reflected in the products & services delivery development of LuxGovSat;
- Provide regular reporting of pipeline and revenue forecasting for each assigned account and prospect.
Contract Execution:
- Accountable for the execution of Government-to-Government revenues and backlog throughout the Budget and BPLAN period(s);
- Lead contract negotiations, and help structuring specific Government to Government contract vehicles;
- Apply emerging technology and products into practical applications utilizing LuxGovSat and SES satellite capacity and channel partner capabilities to meet governmental end-user requirements;
- Identify and effectively coordinate/manage all resources that will be required to complete the lead to order process;
- Keep all CRM and financial support systems up to date and ensure billing is correctly executed;
- Provide effective account management to users.
Market Intelligence:
- Establish business relevant market intelligence, understand market trends & application demand drivers and adapt go-to-market strategies based on new intelligence gained to provide early identification of new business opportunities;
- Promote and position the LuxGovSat value proposition through representation of the company at special events, conferences, exhibitions and shows, as well as through studies, whitepapers, workshops and solution papers.
Leadership:
- Evolve the LuxGovSat culture of accountability, collaboration and focus, contributing to the company’s and team success;
- Build strategic relationships with internal stakeholders through regular communication, driving effective cross-functional results;
- Undertakes to comply with the relevant provisions of the Security and Quality-Environment System and their possible adaptation.

YOUR PROFILE

Must Have:

NATO and EU secret clearance level is mandatory/required;
Readiness to travel internationally;
Minimum 8 years professional experience, preferably with five or more years in satellite related fields, and highly knowledgeable in the functioning of Government and Institutional organizations;
Proven ability to understand global government customers to identify their requirements and buy-in process, to design new LuxGovSat products offerings accordingly;
Understanding of Governmental budget cycles and procurement techniques and associated RFP & Tender processes;
Knowledge of strategic advisory methods with good contacts into various Governments.

Nice to Have:

Fluency in English. French, German and/or other languages would be a strong asset;
A Master’s Degree in Business Administration, Management, Engineering, or a related field is desired;
Good understanding of advanced satellite technology and ground networks.

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