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- Senior Account Director - Government SATCOM Services & Solutions
Summary
Title: - Senior Account Director - Government SATCOM Services & Solutions
ID:16-075-017
Seq#:19
Job ID:16-075-017
Location:Herndon, VA
Keywords:Business Development, DoD, Government, Sales, Satellite Communications, Telecommunications
Industry/Field:N/A
Description

This position is a direct hire with our client, an established global satellite owner, operator and SATCOM services & solutions company.


Security Clearance: U.S. Government Secret Security Clearance


Senior Account Director - Government SATCOM Services & Solutions


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 account plans for customers, to include: identifying current and future customer requirements for satellite bandwidth, infrastructure and end-to-end solutions. In addition, this position manages strategic accounts that meet customer requirements. The Senior Account Director will work with Government end-users to understand t heir current and future mission requirements; conduct analysis, provide inputs to shape our satellite fleet, and provide end-to-end solutions capabilities and support the development of new programs, services and product offerings. Furthermore, this position manages a pipeline of business opportunities; plans and executes strategic business captures; write competitive proposals and support the establishment/stand-up of new contracts and programs.

The Senior Account Director should 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. The candidate must have the strong desire and ability to identify, analyze, segment, target and win business opportunities for satellite services. The candidate would be expected to acquire new business to maximize profitable contract revenue over time and manage existing accounts to broaden and deepen the company’s business base. Duties will include all phases of development, identification, qualification, proposal management, writing and business closure.
 

Essential Job Functions:

  • Responsible for sales/profit growth and for developing/guiding new product programs
  • Develops account plans for strategic programs consistent with our business goals
  • Provides effective account management oversight to strategic customers
  • Identifies and successfully responds to current and future customer requirements for satellite bandwidth, infrastructure and end-to-end solution support
  • Addresses the full range of customer requirements over the near, mid and long-term
  • Leads proposal efforts and writes technical proposals in response to Government requests for satellite fleet and end-to-end satellite solutions
  • Drafts technical subject white paper reports and provides oral presentations to customers
  • Organizes demonstrations and site visits to inform client prospects of our value proposition
  • Manages subcontractors, consultants and other team members during the capture/proposal effort
  • Prepares contractual proposals, including creative, innovative, novel, unique concepts and approaches
  • Active involvement in proposal writing/delivery is a mandatory requirement of this position
  • Leads cross-company efforts with business, technical and development staff to support customer needs
  • Maintains a close relationship with customer base - pursues new customers to facilitate sales channels
  • Makes decisions regarding sales strategies, effectively make commercial offers, negotiate price variations, provides customers with quotations, customer relationship management and driving sales process
  • Builds and maintains relationships with customers in order to retain and grow revenues and margins
  • Provides regular reporting of pipeline and revenue forecasting for each assigned account and prospect
  • Identifies/coordinates resources that will be required to complete the company’s sales process
  • Gathers/disseminates business intelligence to provide early identification of new business opportunities
  • Interfaces with customers to identify potential opportunities, understand requirements and develop effective responses to RFIs, RFPs and RFQs
  • Organizes and executes meetings with customers in industry and Government
  • Develops satellite fleet and end-to-end solutions to meet customer requirements
  • Develops account plans for strategic programs consistent with our business goals
  • Provides effective account management oversight to customers/manages pipeline of business opportunities
  • Applies emerging technology and products into practical applications utilizing our commercial satellites to meet U.S. Government end-user requirements
  • Assists, where appropriate and proposes the introduction of new fleet assets, products and service offerings
  • Provides strategic planning and analytical inputs for the corporate strategic growth plan
  • Develops win strategies for specific business opportunities

 

 Requirements

Experience/Qualifications:

  • Bachelor's Degree in Business Administration, Management, Engineering or four to eight years commercial satellite communications experience supporting U.S. military or U.S. Government agencies
  • Ability to create/successfully execute strategic account plans for customers, including: identifying current/future customer requirements for satellite bandwidth, infrastructure and end-to-end solutions
  • Responds to customer requests for satellite bandwidth, infrastructure and end-to-end solution support
  • Prepares strategic account plans that address the full range of customer requirements over the near, mid, and long-term; leading cross-company efforts with business, technical and development staff to support current and future customer requirements
  • Experience preparing and writing contract proposals, including identifying creative, innovative, novel, unique concepts and approaches to resolve customer needs
  • Extensive knowledge of the commercial SATCOM industry, the technology needs of U.S. Government end-users, market trends and procurement practices
  • Previous experience supporting U.S. Government commercial satellite communications requirements
  • Proven ability to work with both industry partners and U.S. Government end-users to identify requirements, develop and shape our applicable satellite fleet, end-to-end solutions delivering product and services
  • Ability to set sales strategies that are applicable to a diverse set of customers and their broad range of satellite based business applications
  • Extensive knowledge of competing satellite organizations, their fleets and capabilities
  • Strong business acumen including planning, organization and ability to achieve expected revenue objectives
  • Understanding of the telecom and satellite business environment including knowledge of revenue and cost drivers, network infrastructures, government customer applications and competitive dynamics
  • Ability to utilize industry contacts at the executive decision making levels to penetrate targeted agencies
  • Ability to identify new revenue opportunities, validation, competitive environment and key success factors
  • Understands opportunities, requirements, customers, competitors and the external/internal 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
  • Strong cross-functional team leadership skills
  • Ability to travel at least 25 percent of the time

The hiring entity and The Recruiters of Reston technology center are

Equal Opportunity Employers - Minorities/Women/Veterans/Disabled


 
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