ST Engineering iDirect is a global leader in satellite communications (satcom) providing technology and solutions that enable its customers to expand their business, differentiate their services and optimize their satcom networks. Our business provides innovation focused on solving satellite’s most critical economic and technology challenges and expands a shared commitment to shaping the future of how the world connects.  With your talent and energy paired with our vision and technical leadership, the most fulfilling work of your career is waiting for you at ST Engineering iDirect…the sky is truly the limit!

We are seeking an experienced sales professional who will play a key role in achieving its aggressive growth targets in Europe. This position will focus on both key defence account management and tactical market development in support of the Europe sales team.

• Key Defence Account Management:

• Implement key account methodologies and a Strategic Account Development plan.

• Transition the engagement between iDirect and the customer from a short-term, transactional relationship to a long-term, customer-oriented, intelligent relationship.

• Identify potential new revenue streams that create both sustainability and growth for the iDirect business.

• Understand the satellite communications industry and the ST Engineering iDirect solutions portfolio to balance time and effort in evaluating opportunities.

• Leverage internal resources to bring deals to closure, in collaboration with the Regional Vice President and Systems Engineering resources.

• Identify key decision makers and opportunity value within an account, crafting the right message and team for each unique touch point.

• Tactical Market Development:

• Support developing European countries and territories with tactical sales cycles to boost annual growth.

• Align with the Global Government group on longer-term strategic territory goals for Europe.

• Efficiently identify strategic contacts, establish relationships, and understand potential commercial opportunities across the Europe G&D market.

• Develop opportunities by assessing business potential and articulating value both internally and to potential customers.

• Support the Europe regional team with their G&D territory plans for revenue closure by leveraging central relationships and strategy where possible.

• Develop key relationships within target end users and accounts to underpin existing business and grow future business.

• Understand key client strategy and direction, translating it into specific actions to align deliverables to client strategy.

• Understand clients' business models, identifying strengths and weaknesses, and create value propositions to address customer issues.

• 3+ years of large Strategic Account management.
• 7+ years of progressive experience in Business Development or direct Sales.
• Solid leadership and business experience with sales/selling models.
• Experience in Senior Executive level interaction – both internally and externally facing.
• Advanced analytical, organizational, communication, and presentation skills.
• Ability to work collaboratively within an organization to present ideas, articulate the business economics of an opportunity, gain consensus, and agree on an execution model.
• Ability to identify key contacts and establish new relationships.
• Ability to understand technical and non-technical challenges and engage appropriate resources to identify risks and corresponding mitigation strategies.
• Travel within Europe, with occasional additional international travel required.

Preferred Skills and Experience:

• Strategic mindset and business application.
• Experience in or knowledge of satellite communications or other leading technology fields.
• Operations/management experience, service provider business models, and international experience are all a plus.
• Awareness of IP networks, telecommunications, mobile/cellular networks, and IoT.

Specific Areas of Responsibility:

• Own a 3-year territory and key account growth plan.
• Revenue responsibility for strategic accounts and territory, targeted and measured quarterly and annually.
• Build continuous growth for pipeline and new business within accounts and territory.
• Support regional team with G&D vertical needs for revenue closure by leveraging central relationships/strategy where possible.
• Develop key relationships within target accounts to underpin existing business and grow future business.
• Understand key client strategy and direction, translating it into specific actions to align deliverables to client strategy.
• Create a holistic view of the client’s business, consolidating activity with regional-wide briefings to leverage success in one area to improve chances in another.
• Understand clients' business models, identifying strengths and weaknesses, and create value propositions to address customer issues.