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Senior Account Director
Title:Senior Account Director
Job ID:17-075-022
Location:Herndon, VA
Keywords:Business Development, Government, SATCOM
Industry/Field:Business Development, Sales, Satellite Communications
Clearance Req'd:N/A

The Senior Account Director will manage a portfolio of customer accounts, develop new business opportunities, and write winning government proposals. The Senior Account Director is responsible for creating and successfully executing strategic plans for expanding market verticals and customer accounts for GEO and MEO solutions, including: identifying current and future customer requirements for satellite bandwidth, infrastructure, and end-to-end solutions. Will work with Government end-users and industry partner’s counterparts to understand their current and future mission requirements; conduct analysis, provide inputs to shape our satellite fleet, provide end-to-end solutions capabilities, and support the development of new programs, services, product offerings.  This position manages strategic accounts that meet customer requirements.


  • Bachelor's Degree in Business Administration, Management, Engineering or eight years commercial satellite communications experience supporting U.S. Government customers
  • Extensive understanding of MEO Networks system, capabilities, and ability to drive the value proposition to the our customer base
  • Ability to successfully execute strategic account plans for customers, including: identifying customer requirements for satellite bandwidth, infrastructure, and end-to-end solutions
  • Responds to customer requests for satellite bandwidth, infrastructure/end-to-end solutions
  • Possess a solid background in the commercial satellite communications industry, the U.S. Government’s employment of satellite communications capabilities, and U.S. Government acquisition/procurement practices.
  • Experience in writing contract proposals, including identifying creative, innovative, novel, unique concepts, and approaches to resolve customer satellite communications requirements
  • Ability to identify, analyze, segment, target and win business opportunities for satellite services
  • Extensive knowledge of the commercial SATCOM industry, the technology needs of U.S. Government end-users, market trends and procurement practices
  • Ability to work with industry partners and U.S. Government users to identify requirements, develop/shape applicable our satellite fleet, end-to-end solutions delivering products/services
  • Ability to set sales strategies, including developing, identifying, qualifying/capturing business  
  • Extensive knowledge of competing satellite organizations, their fleets, and capabilities
  • Ability to plan, organize, and achieve expected revenue objectives
  • Understanding of the telecom and satellite business environment including knowledge of revenue/cost drivers, network infrastructures, customer applications and competitive dynamics
  • Ability to utilize industry contacts at the executive decision levels to penetrate targeted agencies
  • Ability to identify revenue opportunities, validation, competitive environment/key success factors
  • Understands opportunities, requirements, customers, competitors, and external environments
  • Excellent written, verbal communication and presentation skills
  • Strong analytical, problem solving and negotiation skills
  • Ability to prioritize and handle several projects at one time
  • Ability to travel at least 25 percent of the time


Essential Job Functions:


  • Proposes solutions using existing GEO and MEO assets and new fleet assets, products, and services, with emphasis on MEO and HTS
  • Drives value chain for entire our portfolio, including: GEO, MEO, and end to end solutions
  • Provides strategic planning and analytical inputs for the corporate strategic growth plan
  • Identifies resources that will be required to complete the our parent company’s sales process
  • Develops win strategies for specific business opportunities
  • Responsible for sales/profit growth and for developing/guiding new product programs
  • Develops account plans for strategic market verticals consistent with our business goals to broaden and deepen the company’s business base
  • Decides sales strategies, makes commercial offers, negotiates price variations, provides customers with quotations, customer relationship management and driving sales process
  • Manages pipeline of business opportunities; plans/executes strategic business captures; writes competitive proposals and supports the establishment/stand-up of new contracts and programs
  • Provides pipeline reporting/revenue forecasting for each assigned account and prospect
  • Provides effective account management oversight to strategic customers
  • Interfaces with customers to identify potential opportunities, understand requirements and develop effective responses to RFIs, RFPs and RFQs 
  • Maintains customer relationship - pursues new customers to facilitate sales channels
  • Buildsand maintains relationships with customers to retain and grow revenues and margins
  • Identifies customer requirements for satellite bandwidth, infrastructure/end-to-end solutions
  • Gathers business intelligence to provide identification of new business opportunities
  • Leads efforts with business, technical and development staff to support customer needs, including technical subject white paper efforts and overall presentations to customers
  • Leads proposal efforts/writes technical proposals for satellite solutions
  • Prepares proposals, including creative, innovative, novel, unique concepts and approaches
  • Active involvement in proposal writing/delivery is a mandatory requirement of this position
  • Organizes demonstrations/site visits to inform client prospects of the our value proposition
  • Manages subcontractors, consultants, and others during the capture/proposal effort


RTC and our clients are Equal Opportunity Employer Minorities/Women/Veterans/Disabled


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