Sales Manager, Enterprise and Cloud, North America

Manager, Sales, Enterprise and Cloud, North America Role Description As part of SES Networks this commercial function is responsible to help customers improve their business by selling them the solutions they need. The incumbent leads the development and advocacy for products, solutions and investments that will accelerate growth in the North America Enterprise and Cloud segments which focuses telcos and mobile network operators (MNOs), but may also include service providers/ISPs, land based energy, rail, fleet management and m2m markets. The vision of SES is to deliver seamless network solutions to end users where traditional terrestrial options are unavailable or not suitable (government, mobility, backhaul, cloud and enterprise). In this position, the incumbent will integrate differentiated customer approaches into commercial go-to-market resources at a services level for the generation of profitable long-term, top-line revenues in order to increase SES's market share. Primary Responsibilities Sales Strategy In adherence to the overall SES networks strategy, leads the development and execution of the strate-gic sales plan and vision so as to achieve its objectives and to promote revenue, profitability and growth; via customer sales for North America Enterprise and Cloud segment; Analyse market, trends, customer segmentation and competitor activity, to determine target customer and sales planning per locations, segments and service lines. provide market intelligence feedback. support business planning and general planning & execution processes; Assess and validate North America based customers' needs for services globally so as to make sure to anticipate their evolution. Define strategic sales initiatives for North America based accounts globally as well as generate sales leads and close contracts in accordance with set revenue objectives; Develop sales pipeline forecasting to give a view on demand by existing products and services and new ideas for improvement and innovation to influence investment decisions; Work with product and commercial in scoping out market requirements and defining product pricing. Customer Sales Identify commercial leads, elaborate client proposals, negotiate offers, execute sales and manage re-lationships with existing and potential customers; Develop master frame agreements with tier one telco's, mno's and service providers in the United States.; Negotiate and close contracts with prospects and accounts at senior level; Identify key channel partners for targeted market segments. work with commercial and marketing or-ganizations to address product and solution requirements and opportunities. Account Management Stay close and 'top of mind' of customers to continuously demonstrate value of the end-to-end integra-tion of SES' Enterprise and Cloud services business; Constantly optimise value proposition offered to customers; Manage the customer relationship between the lead generation and fulfilment processes; Present new upgrades to customers regarding current offer Other Through a matrix management approach, manages a team to ensure that customers are supported by various functions within SES networks and corporate as needed. commercially responsible for deals, including P&L; manage the process from requirements capture to order entry and validation. provide status updates to the customer regarding provisioning of the order and manages expectations Develop and execute a multiple channel of distribution strategy targeting identified market segments. Competencies Ability to balance strategic thinking/tactical operations to execute Company's vision; Ability to motivate and inspire a team to meet and exceed customer expectations; Strong presentation, negotiation and influencing skills; Proven ability to understand the business of our customers (and their customers) and able to create industry insights that will position SES as a thought leader and drive the respective customers closer to SES; Good technical knowledge of satellite solutions allowing to quickly understand SES products better drive the co-operation between the various departments, resulting into efficient and pro-active interde-partmental results; Very forward and aggressive hunter and negotiation skills with the ability to effectively make commer-cial offers, negotiate solutions and drive the sales process by personal engagement; Strong interpersonal and network skills and the ability to establish and nurture high level business contacts; Demonstrated experience and skills in making effective sales presentations; High level of personal integrity, and adhere to a strict code of conduct and personal behavior; Very good commercial judgment and the ability to operate within a sometimes high pressure environ-ment, or under short timeframes; Ability to multi-task and possesses a high level of advance communication, interpersonal, manage-ment and creative problem solving skills. Your Profile Must Haves University education within Engineering, Finance, Business or other relevant area. 10 - 15 years' experience of which minimum 7 years' experience selling complex telecommunications services with a demonstrated clear track record for numerical results in the USA Experience in selling at CxO level, within MNO's, Telcos, Civilian Government entities and Service Providers/ISPs Demonstrable experience asdeveloping client-focused, differentiated and achievable sales strategies; building and developing sales teams Knowledge of satellite, telecoms, media or other communications sectors; Demonstrated leadership experience; previous Channel Management experience is considered an advantage. Willingness and ability to travel approximately 40-50%% of the time domestically and internationally to meet customers Excellent verbal and written communications skills in English. Nice to Have Additional MBA is considered an advantage; Excellent knowledge of technical, financial and operational aspects of the business; The base salary range for this full-time position is $135,000.00 - $155,000.00 + bonus + equity + benefits . Our salary ranges are determined by role, level, and location. The range displayed on this job posting reflects the target salary for new hires in Washington, DC Metro Area. Within the range, individual pay is determined by work location and additional factors, including job-related skills, experience, and relevant education or training. Your recruiter can share more about the specific salary range for your preferred location during the hiring process. We understand market salaries can evolve and we are conscious that sometimes these will be open to review. In addition, we offer: Hybrid working policy Bonus and equity plans Comprehensive and competitive benefits plans A range of wellness activities and employee assistance programs (varies by location) SES and its Affiliated Companies are committed to hiring and retaining a diverse workforce. We are an Equal Opportunity/Affirmative Action employer and will consider all qualified applicants for employment without regard to race, color, religion, gender, pregnancy, sex, sexual orientation, gender identity, national origin, age, genetic information, protected veteran status, disability, or any other basis protected by local, state, or federal law. In conformity with U.S. Government technology export regulations, including the International Traffic in Arms Regulations (ITAR) and the Export Administration Regulations (EAR), and/or other applicable U.S. law, regulation or other requirements imposed by the U.S. Government, certain positions may require U.S. Citizenship, status as a lawful permanent resident of the U.S. or a "protected individual" as defined by 8 U.S.C. 1324b(a)(3), or eligibility to obtain the required authorizations from the U.S. Department of State or U.S. Department of Commerce. #J-18808-Ljbffr