Director, Business Development (Grade M13)

SES Space & Defense is a trusted partner ensuring mission success for our customers by blanketing the globe with multi orbit end to end satellite and technology solutions which provide reliable, secure, and high bandwidth connectivity. We strive to be the only solution when success is critical, and we will take care of our employees because we recognize they are our competitive advantage. The SES S&D Team, along with our customers and partners, will achieve success through integrity, honor, and commitment.

Position Summary

Delivers space-based system solutions that are end-to-end network & satellite based, to US DoD customers by focusing on mission success of US Government end-users while meeting/exceeding SES GS revenue and new business targets. This position serves as a senior customer-facing executive responsible for strategic engagement with key USG stakeholders including U.S. Space Command and Space System Command located in Los Angeles and Colorado Springs. This role is responsible for developing and executing growth strategies focused on national security space missions, with the goal of expanding the long-term pipeline and winning new business.

Working closely with executive leadership, engineering teams, and industry partners, this role identifies emerging customer requirements, builds collaboration and partnerships, and leads strategic business capture plans.

Primary Responsibilities

• Call on or develop relationships necessary to acquire new space-based systems business and maximize profitable contract revenue over time and manage existing accounts to broaden and deepen the company’s business base.
• Support proposal development efforts (including RFIs, RFPs, and RFQs) through business capture process, including managing subcontractors, consultants, and other team members to generate winner proposals
• Develop and execute customer intimacy plans for all key customers and stakeholders
• Build and manage industry teaming arrangements with primes, industry partners, and technology providers.
• Ensure forecasting information in sales force is accurate and current.
• Develop and deliver customer solutions employing multi-orbit satellite fleet capabilities, managed services, and end-to-end solutions
• Work with Product Innovation & Engineering teams to develop and deliver customer solutions  by employing geostationary (GEO) and medium earth orbit (MEO) satellite fleet and end-to-end solutions.
• Develop capture plans for specific business opportunities and assemble winning teams that complement SES GS capabilities and share similar business philosophies.
• Manage a portfolio of client accounts, to include both contracts directly with the US Government and indirect partners and customers supporting US Government end-users.
• Meet with US Government end-users and market channel partners to understand their current and future mission satellite requirements as well as anticipate/resolve potential problems
• Provide subject matter expertise to US Government end-users and market channels externally, as well as to SES GS and SES stakeholders internally in the delivery of SATCOM solutions for combatant command and other operational requirements, including multiple orbits (MEO, GEO, future LEO) and military frequencies (X- and Military Ka-bands)
• Develop account plans for strategic programs consistent with SES GS business goals.
• Conduct customer and strategic presentations, demonstrations, site visits to inform client of SES GS value proposition.
• Support the establishment and stand-up of new contracts/programs.
• Gather/disseminate business intelligence for identification of new business opportunities.
• Attend trade shows and conferences as required

Required Qualifications

• A Bachelor’s degree in Business, Aerospace, Engineering, or related technical discipline (advanced degree preferred) with 15+ years of relevant work experience
• Currently possesses and be able to maintain a Top Secret/SCI clearance
• Must be located or willing to relocate to the Los Angeles area
• Ability to create/successfully execute account plans for customers, including identifying current/future customer requirements for GEO and MEO satellite bandwidth, infrastructure, managed services, and end-to-end solutions
• Subject matter expertise in the delivery of SATCOM solutions for combatant commands and other operational requirements, including multiple orbits (MEO, GEO, future LEO) supporting both military and commercial (X- and Military Ka-bands, C, Ku, Ka) users
• Ability to work with both industry partners and U.S. Government end-users to identify requirements; then develop, shape, and sell applicable SES satellite fleet, end-to-end solutions delivering product and services
• Ability to provide information/insights regarding near-term, mid-range and long-term opportunities by utilizing a variety of research tools to monitor new business opportunities, notices of procurement actions, contract awards and Requests for Proposals
• Deep understanding of U.S. national security space architecture and mission areas including MILSATCOM, Space Data Network, and resilient space systems
• Strong working relationships within U.S. Space Force, Space Systems Command, and related defense agencies.
• Familiarity with customer community both domestically and abroad, to span a variety of communication systems for different mission needs
• Experience developing and executing international defense or space partnerships
• Outstanding written, verbal communication and presentation skills
• Strong analytical, problem solving and negotiation skills
• Strong cross-functional team leadership skills
• Ability to travel at least 25% of the time
  
  

SES Space & Defense is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, pregnancy, genetic information, disability, status as a protected veteran, or any other protected category under applicable federal, state, and local laws.  #LI-Remote #LI-DR1