Director – Business Development-US Government Channels

What You'll Do

• Develop and execute Regional Sales and Business Development Strategy for Telesat Lightspeed LEO Services and Solutions in the US. Emphasis on Service Providers and integrators who sell connectivity services to US and international government and defense organizations.
• Evangelize Telesat Lightspeed in the market, create interest at decision making level (C-suite, technology/planning heads), influence long-term network strategy and connectivity requirements of prospects.
• Build sales and distribution channel partnerships for Telesat Lightspeed in the US. Support Distribution channels throughout their sales cycle with their key end users.
• Develop and execute account and opportunity plans for prospects in the US. Negotiate and close agreements and pre-commitments with customers for future services.
• Achieve and exceed a set of contractual objectives.
• Direct the activities of Customer Focused Teams (multi-functional teams) to address customer needs, develop customer specific offers, discuss and analyze customer and industry trends and opportunities, and resolve issues.
• Prepare comprehensive and timely proposals in response to customer inquiries and proactive discussions; participate with customers in identifying user terminals, applications and strategic business solutions.
• Utilize CRM systems to track and process customer information, interactions, opportunities and contracts.
• Provide reports to management on customer and industry activity.

Qualifications

• Solid knowledge of the government & defense market in the US a must. Experience partnering with Proliferated LEO awardees a plus.
• 10+ years Business Development and/or Strategic/consultative Sales experience. Hunter mindset.
• Good knowledge of customers and trends in the US government market. Knowledge of satellite communications a plus.
• Ability to extensively travel to attend customer meetings and events, mostly in North America.
• Comfortable operating at a senior/board level.
• Must be a self-starter, energetic, commercially astute and a strong team player. Ability to perform in a VUCA (volatile, uncertain, complex, ambiguous), dynamic, high-growth startup environment.
• Bachelor’s Degree in Engineering or Business Administration.
• Track record of complete Business Development skills, from development of relationships and qualified funnel to negotiation and closing of partnerships and complex sales, having consistently exceeded objectives.