Business Development Manager, France

Viasat; France; À distance; EUR 60 000 - 90 000; Plein temps

Résumé du poste

Viasat recherche un Business Development Manager pour France/NATO, chargé de développer des affaires auprès des entités gouvernementales françaises. Ce rôle requiert une expérience approfondie de 5 ans en développement commercial de services satellitaires, une connaissance des forces armées françaises, ainsi que d'excellentes compétences en communication et leadership. Vous travaillerez avec divers partenaires pour optimiser les offres de services et maximiser les opportunités de revenus.

Qualifications

• Expérience réussie dans l'acquisition de nouveaux clients dans le secteur gouvernemental.
• Connaissance des communications satellitaires et expérience avec l'OTAN ou d'autres partenaires militaires.
• Maîtrise de l'anglais et du français, capacité à travailler avec des clients de divers horizons culturels.

Responsabilités

• Développer et maintenir des relations avec les agences gouvernementales françaises et l'OTAN.
• Atteindre et dépasser les objectifs de vente assignés pour garantir la rentabilité.
• Produire des rapports d'activités et des prévisions de revenus de manière régulière.

Connaissances

Leadership

Communication

Développement des affaires

Création de relations

Formation

Expérience de 5 ans minimum dans le développement commercial de services satellites

Description du poste

About us

One team. Global challenges. Infinite opportunities. At Viasat, we’re on a mission to deliver connections with the capacity to change the world. For more than 35 years, Viasat has helped shape how consumers, businesses, governments and militaries around the globe communicate. We’re looking for people who think big, act fearlessly, and create an inclusive environment that drives positive impact to join our team.

What you'll do

The Government Business Development Manager for France / NATO is a role dedicated to developing new business across the French Government entities, especially the Armed Forces, & responsible for leading the overall coordination of NATO sales campaigns between the BU (VIG) and the wider Viasat organisation. The role will focus on end-user engagement and working with in-country partners, as well as promoting new services and usage of Inmarsat’s full portfolio of land, air and maritime services across all departments within theFrenchgovernment & leading VIG’s collaboration with the wider Viasat organisation to better identify NATO opportunities and position products, services and partnerships creating a robust pipeline that will deliver increased revenue to the VIG business unit.

The individual will have a very good knowledge of the Armed Forces Operational and Procurements structure in France & NATO, the processes and people related to the provision and operation of communications, especially satellite communications. An active senior level network is required to enable rapid creation of a strong pipeline of opportunities across theFrenchGovernment & NATO to grow revenues in the short and long term.

The successful applicant will be required to engage pro-actively with a broad cross-section of contacts across the company and end users, as well as service, application and hardware partners.

The individual will own the VIG relationship with theFrenchgovernment, customers & NATO agencies todrive business growth in the short term and secure new, long-term revenue streams.

The day-to-day

• • Meet and exceed assigned targets for profitable sales (revenue and bookings)
  • Develop, execute and maintain a business development plan to engage key French Government & NATO agencies to quickly identify opportunities for short-term growth and long-term revenue performance.
  • Develop and deliver clear presentations on integrated solutions, adapted to the audience and with benefits to end-user customers
  • Develop and maintain deep French Government & NATO end-user relationships to establish the brand preference for VIG (up to and including tender specification of VIG capabilities) and optimise the approach to market in accordance with VIG strategy and capability fit.
  • Stakeholder mapping across French & NATO agencies including NCIA, ACT, NSPA.
  • Work with French Government & NATO end-users and cross functionally within Inmarsat to understand, inform and define customer operational, technical, financial and procurement requirements; match uniquely differentiated value propositions to each opportunity, utilising the full portfolio of Inmarsat offerings, including Managed Services.
  • Leverage VIG sector expertise in Land, Air and Sea domains to enrich end user engagements, and identify and pursue areas of growth
  • Lead the development of partnerships in France that will bring new opportunities, improve access to the end-user community and generate material growth
  • Raise the profile ofVIGwithin associated public organisations across France & NATO, and support the VIG Regulatory team where necessary
  • Support partners (as appropriate) in complex bids and solutions, and in joint customer engagements if necessary
  • Develop and maintain relationships with selected supporting organisations, which will allow positioning of Inmarsat capability and facilitate access to end-user customers (terminal manufacturers, solutions providers and systems integrators)
  • Identify, develop and lead business cases development for strategic partnerships with large French Defence Primes (such as Thales, Airbus, Dassault Aviation, Naval Group, Safran) to secure long term growth, in France, with NATO, and in the Primes’ export markets
  • Production of timely activity reports, revenue/bookings forecasts (including accurate and up to date SFDC) and commentary
  • Travel to meet customers and represent Viasat at relevant trade shows

What you'll need

Essential Knowledge and Skills:

• • A confident and thoughtful leader with a track record of developing consensus across teams.
  • Minimum 5 years’ experience in sales/business development of satellite / carrier / IP services in theFrenchgovernment market
  • Excellent communication skills with an ability to establish and maintain influential relationships with stakeholders at all levels across the organisation and externally.
  • Understanding of the market, users, influencers, decision makers and players in the French Government market
  • Strong track record of success in breaking into new customers, building revenue quickly and sustainably
  • Previous military and/or NATO end user experience, preferably within the satcom domain.
  • Understanding of mobile satellite, fixed satellite and cellular communications industries
  • Demonstrable ability to build trusting relationships, conduct business with cultural sensitivity and possess strong knowledge of the diversified satellite communications marketplace
  • Strong Presentation Skills and inter-personal skills.
  • Ability to Travel regularly
  • Candidate must be a nativeFrenchspeaking and a French citizen
  • Must be eligible for relevant security clearances
  • Fluency in English for interactions with Inmarsat colleagues

Desirable Knowledge and Skills:

• • Strong technical sales background and ability to understand key terminology within the VSAT, IP and Carrier markets
  • Understanding of the Government and Military Market across Land, Sea and Air domains.
  • Strong Understanding of the Telco marketplace will be an advantage
  • Familiarity with Inmarsat products and services.

What will help you on the job

Inmarsat Qualities:

Inmarsat employees aspire to certain behaviours which support our wider corporate values, and lie at the heart of our continued success as an organisation. In this position, the following qualities are paramount:

Efficiency:

This is about maximising benefit and profit, while minimising effort and expenditure. It’s about reducing cost, waste, and duplication.

Customer Excellence:

This is about meeting the needs of our external and internal customers. It’s about delivering on our promises and developing long-term positive relationships.

Enterprise Spirit:

This is about being agile, resilient and embracing change. It’s about being self-motivated, accountable, focused on output and making things happen.

Open Communications:

This is about delivering appropriate, clear and focused messages. It is about fostering collaborative relationships and creating an open environment based on trust.

Innovation:

This is about challenging the status quo and continuous improvement. It is about creativity, offering appropriate and imaginative solutions, creating ideas for change and taking responsible risks.

Values Based Leadership:

This is about being an inspiring role model. It’s about creating an environment of engagement, enablement and empowerment through coaching. It is about continuously developing yourself and others.

EEO Statement

Viasat is proud to be an equal opportunity employer, seeking to create a welcoming and diverse environment. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, ancestry, physical or mental disability, medical condition, marital status, genetics, age, or veteran status or any other applicable legally protected status or characteristic. If you would like to request an accommodation on the basis of disability for completing this on-line application, please click here.