Director, Industry Practices Telco

Director, Industry Practices Telco
Luxembourg – Betzdorf, Germany – Unterföhring, Netherlands – The Hague

SES is hiring a Director of Industry Practices Telco who will be responsible for driving profitable growth for SES in the global Telco segment.

With a strong understanding of market dynamics, business & technology drivers and built on a solid understanding of customer priorities and operational model, you will, together with a cross-functional team, map out and execute strategic global business goals culminating in profitable growth.

You will be positioning the SES brand as a leader in multi-orbit satellite solutions and securing the highest levels of customer satisfaction by acting as a true business partner through a well-executed GTM and operational delivery.

In your day-to-day activities, you will, together with a smaller team, grow the business pipeline and the company readiness through proactive engagement with the customer, the regional sales organization, and other internal stakeholders, aligning company resources towards customer success.

You will be responsible for:

• Leading and maintaining a cross-company market growth plan for the Telco segment
• Leading and developing a direct and cross-functional team to implement the growth plan
• Delivering profitable growth through a well-developed and executed competitive segment plan
• Identifying key customers and must-win opportunities to secure the foundation for strong company growth in the sector/field and lay out the commercial, contractual, and negotiation strategy based on long-term sales cycles and customer buying cycles
• Mapping customer requirements into recommendations and, together with internal stakeholders, propose and evolve solutions and/or products
• Working in partnership with SES fulfillment functions to ensure the highest levels of operational performance and customer satisfaction in SES delivery
• Contributing to knowledge sharing, ensuring the customer vision & strategy is communicated to relevant stakeholders and align company resources towards SES and customer success
• Coaching, mentoring and raising the teams’ ability to deliver and exceed expectations while creating opportunities for succession talent

YOUR PROFILE

• Degree level qualified, with an understanding of the relevant market
• At least 10 years working in the industry and in related positions and well-versed in the market with decision-makers and/or influencer relationships
• Demonstrated leadership experience in an international and multi-cultural environment
• Demonstrable experience of all detailed competencies:

• Ability to balance strategic thinking/tactical operations to execute Company’s vision
• Proven experience in the telco segment and proven ability to understand the business of our customers (and their customers) and able to create industry insights that will position SES as a leading supplier in multi-orbit solutions
• Ability to cover strategic thinking and planning with tactical operations and implementation to execute SES’s vision
• Ability to motivate and inspire a team to meet and exceed performance objectives
• Strong presentation, negotiation and influencing skills with very good commercial judgment and the ability to prioritise and meet deadlines
• Good technical knowledge in satellite connectivity would be advantageous but not essential; however, a technology background and understanding of the trends impacting the industry and the drivers linked to digital transformation of the industry are essential
• Strong interpersonal and networking skills and outstanding customer focus with the ability to establish and develop high-level business contacts through an approach that prioritises customer success
• Ability to sell and deliver competitive solutions that meet and exceed customer expectations
• High level of personal integrity
• Ability to act as an enterprise leader working in the wider interests of SES and a true team player
• Demonstrable experience in driving transformation within teams and ways of working

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