Skywise - Head of Commercial - Americas

Airbus SE

Southwestern Ontario

Hybrid

CAD 180,000 - 240,000

Full time

9 days ago

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Benefits offered by this job

Being part of Airbus Network

Hybrid working environment (3 days in

Free parking

Vacation Days (15 - 25)

Professional Development Day

RRSP matching program

Life Insurance

Access to Employee Share Scheme

Maternity & Paternity benefits

Referral program

Training and Development Support

Fitness & Wellness reimbursement

Game room, including a flight simulato

Job summary

Skywise, a leading digital services company wholly owned by Airbus, seeks a Head of Commercial - Americas to drive order intake and regional strategy. You will lead a team of Commercial Directors, shaping plans, managing key accounts and ensuring revenue growth across the Americas.

Based in the Waterloo area, this role offers a hybrid environment with travel and collaboration across disciplines, including sales, product, and customer success, to deliver strategic outcomes.

Qualifications

Bachelor's degree in Engineering, Aviation, Business or a related discipline.
MBA preferred.
10+ years in sales within SaaS or aviation.
5+ years managing a commercial sales team.
Excellent internal/external communication and stakeholder management.

Responsibilities

Organize the region to deliver on order intake and define regional strategic plan.
Identify strategic opportunities and delegate key account development plans.
Lead sales campaigns for larger, high-profile contracts.
Ensure CRM data is up-to-date and maintain a balanced pipeline.

Education

Bachelor's Degree in Engineering, Aviation, Business or a related discipline

MBA

Job description

Job Description

Skywise is a leading digital services company, wholly owned by Airbus. We deliver a first-of-its-kind offer that seamlessly integrates Planning & Operations Control, Flight, Technical, and Ground Operations. By providing interoperable digital solutions for end-to-end operations, Skywise combines aircraft manufacturer expertise and digital know-how to transform operational complexity into predictable and profitable performance, ensuring resilient and more sustainable operations.

The Head of Commercial - Americas is responsible for creating an annual sales plan which incorporates plans for achieving order intake and contract renewals. This role will also ensure that the appropriate sales strategy is in place for individual sales campaigns. They serve as the leader for a team of Commercial Directors, responsible for ensuring that the team is capable of meeting the organization's current and future needs and engaging & motivating the team to achieve the organization's objectives. This position will provide vision, direction, and management for the assigned group.

This role has direct accountability for sales process definition, sales sizing, territory management, efficiency planning, sales training, product training, and sales technology. The position will also be responsible for sales effectiveness reporting, methodology, and delivery mechanisms.

Primary Responsibilities

Order Intake and meeting business objectives: Organizing the region to deliver-on order intake Defining and executing a regional strategic plan Defining key accounts and delegate the execution of key account development plans amongst the team Identifying strategic opportunities and delegating opportunities amongst the team Assisting in closing deals, with an emphasis on key, strategic accounts Leading sales campaigns for larger, high-profile campaigns
Customer Satisfaction: Escalation point for customer relationship Representing customer and market requirements within Skywise
Manage team: Champion a motivating culture of sales excellence with the team and drive results Recruit, train, and lead a high performing sales team Provide ongoing coaching, mentoring, performance management
Other duties: Ensure CRM data is consistently up-to-date with high-quality data Balanced pipeline management to increase velocity of deals moving to closure Americas region leadership representation other duties as assigned by the Head of Region

Education

Bachelors Degree in Engineering, Aviation, Business or a related discipline / MBA Preferred

Minimum Experience

10 years in sales within SaaS or aviation 5 years managing a commercial sales team Contract and commercial negotiations experience Internal and external communication: able to effectively communicate strategy and global information to Sales, Customer Success Managers, Product Managers, Product Support Representatives (PSRs), and management throughout the Americas

Decision Making, Complexity

Capable of evaluating product pricing & contract terms to assess value and profitability of a sale to the company Assembling sales proposals that help advance organization's strategic position in the market Determine priorities within the team to maximize resources to best achieve revenue goals and ensure customer satisfaction Understanding of IT infrastructure and technical composition of products sufficient to instill confidence with customers Understands large commercial airline flight operations sufficiently to make informed decisions in the best interest of the organization and the customer. Includes familiarity with airline regulatory environments within the assigned sales territory.

Travel Required: 50 % Domestic and International

Eligibility: Eligible for employment in Canada or the US

Direct Reports: 6-8 direct reports

Located in the heart of University of Waterloo's David Johnston Research + Technology Park, Skywise is close to shops, restaurants, gyms, daycare, and many other amenities, and only 10 minutes away from Hwy 85.

What we Offer