The Role
Sell Aireon
ata and analytics to European Defense, Intelligence and National Security customers. Build and manage pipeline, present solutions, close deals, and collaborate cross-functionally to shape product and go-to-market strategies while maintaining relationships with resellers, primes and integrators.
Summary Generated by Built In
Aireon deployed the world’s first global space-based air traffic surveillance system, providing real-time aircraft monitoring capabilities around the world, including over the poles, over the oceans and in remote areas.
Aireon data enables safer, more efficient and more environmentally friendly aviation travel, resulting in significant CO2 emission reductions. More than 20 Air Navigation Service Providers representing more than 40 countries – including NAV CANADA, NATS (UK), Air Traffic and Navigation Services (South Africa), Airports Authority of India (AAI), and ASECNA (Africa) -- rely on Aireon data to navigate aircraft in their airspaces.
We are committed to offering an employment experience and benefits package that enables you and your family to grow with us and to share in our success.
Position Summary, Job Requirements & Responsibilities
Aireon is seeking a Sales Manager Europe to join our fast-paced, growing team that supports our emerging aviation data and analytics business to Defense, Intelligence and National Security customers. The preferred candidate will have a regional focus on Europe. We will accept candidates who currently reside in Europe.
This role will be responsible for identifying and driving opportunities through our sales pipeline to successful conversion and managing relationships with customers and prospects across a dynamic region. The role will also identify strategic business trends, industry challenges, and compliance requirements for applications and data products supporting the government. The Sales Manager Europe will leverage their knowledge, experience, and professional relationships in industry to drive tactical and strategic growth and contribute to business strategy. This candidate should be comfortable working with internal and external stakeholders to develop account plans for key customers and capturing programs.
What You’ll Do
- Lead the presentation of Aireon's products to new prospects and drive qualified opportunities confidently and efficiently through the sales pipeline
- Actively seek out and nurture new prospects to ensure a constant flow of active opportunities that align with organizational objectives
- Measure and regularly present the performance of opportunities and accounts via key metrics
- Build and maintain strong long-term relationships with key defense and intelligence prospects and industry contacts across the region of Europe
- Maintain a deep understanding of Aireon's technology, data products, and applications
- Collaborate with cross-functional teams (e.g., product, engineering, operations, legal, and Sales Ops) to deliver comprehensive solutions to new customer accounts and drive revenue growth
- Identify business trends, requirements and opportunities for applications and data products supporting the European defense market
Skills, Knowledge and Expertise
Required Qualifications
- 5+ years of experience in defense or data services sales with a focus on the European defense market
- Proven track record of successfully executing sales campaigns and closing deals
- Demonstrated success in developing new business opportunities and growth areas within European Defense, Intelligence, and National Security environments
- Understand the procurement and budgeting processes of European government customers
- Ability to develop and maintain an opportunity pipeline that leads to annual revenue generation and growth
- Have an existing network or demonstrated ability to engage with different types of re-sellers, agents, aerospace defense primes, and system-data integrators
- Experience working in a cross-functional team environment to develop market engagement strategies, identify key strategic partnerships and ensure successful sales campaigns
Desired Qualifications
- Leadership experience working in aviation & defense market
- Excellent written and oral communication skills; experience presenting to senior executives
- Knowledge of Aireon’s products and technology
- Experience working with geographically diverse teams
- Estimated travel up to 40% annually as required
- Ability to contribute to and implement strategies for expanding our technical capabilities
- Experience supporting marketing efforts by developing collateral, white papers
- Experience using Customer Relationship Management planning tools (Salesforce preferred)
- A mix of Defense and Intelligence industry experience preferred
About You
You are a self-starter. Sitting and waiting isn’t an option. You enjoy building new business opportunities and partner relationships.
You are collaborative. You're a team player who puts the interest of the team above your own. You display a positive attitude, are open and enjoy contributing.
You are a natural leader. No matter where you find yourself, others tend to gather around you, leading to encouragement and mentoring.
You are detail oriented. You cross all your “T”s and dot your “I”s. Nothing goes unnoticed past you.
1-3-6-12 Month Plan
In the first month we’ll expect you to…
- Get onboarded and train with your manager
- Get acclimated into the role
- Understand our internal processes and products, identifying key initial opportunities in the European Defense and Intelligence markets
At 3 months we’ll expect you to…
- Take ownership of new sales campaigns and opportunities across the Europe region
- Establish relationships with key initial customers and prospects in existing pipeline
- Define key strengths of our solution and the value within European defense market
- Identify key weakness of our solution and help formulate mitigations
At 6 months we’ll expect you to…
- Define first year roadmap and engagement playbook
- Identify and establish contact with strategic opportunities
- Confidently present proposals and negotiate contracts to maximize profitability
- Provide clear technical insights to prospects, successfully bridging the gap between technical teams and non-technical stakeholders
At 12 months we’ll expect you to…
- Have built a strong and active network of contacts to continuously drives Aireon's growth and market footprint across the European defense market
- Be contributing meaningfully to new product concepts and the internal product development roadmap, ensuring Aireon is building services that meet industry needs
- Maintain a strong and current knowledge of industry trends and the competitive landscape
- Contribute to the generation and development of white papers, presentations, and marketing collateral to showcase Aireon's expertise in the market
- Contribute to pipeline growth and provide sales forecasting
About the Team
- Aireon’s Business Development and Sales team is a small but agile group within our Customer Affairs team
- Regular team meetings both virtual and in person
- Team is geographically diverse with centralized team in McLean, VA
- International team members are able to live and work outside of the USA
Aireon is an Equal Opportunity Employer, including individuals with disabilities and protected veterans.
About
Aireon deployed the world’s first global space-based air traffic surveillance system, providing real-time aircraft monitoring capabilities around the world, including over the poles, over the oceans and in remote areas. Aireon data enables safer, more efficient and more environmentally friendly aviation travel, resulting in significant CO2 emission reductions. More than 20 Air Navigation Service Providers representing more than 40 countries – including NAV CANADA, NATS (UK), Air Traffic and Navigation Services (South Africa), Airports Authority of India (AAI), and ASECNA (Africa) -- rely on Aireon data to navigate aircraft in their airspaces. We are committed to offering an employment experience and benefits package that enables you and your family to grow with us and to share in our success.
Skills Required
- 5+ years of experience in defense or data services sales with a focus on the European defense market
- Proven track record of successfully executing sales campaigns and closing deals
- Demonstrated success in developing new business opportunities and growth areas within European Defense, Intelligence, and National Security environments
- Understanding of procurement and budgeting processes of European government customers
- Ability to develop and maintain an opportunity pipeline that leads to annual revenue generation and growth
- Existing network or demonstrated ability to engage with resellers, agents, aerospace defense primes, and system-data integrators
- Experience working in a cross-functional team environment to develop market engagement strategies and ensure successful sales campaigns
- Leadership experience working in the aviation & defense market
- Excellent written and oral communication skills; experience presenting to senior executives
- Knowledge of Aireon's products and technology
- Experience working with geographically diverse teams
- Willingness to travel up to 40% annually
- Ability to contribute to and implement strategies for expanding technical capabilities
- Experience supporting marketing efforts by developing collateral and white papers
- Experience using Customer Relationship Management planning tools (Salesforce preferred)
- A mix of Defense and Intelligence industry experience
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The Company
What We Do
Aireon has deployed a space-based air traffic surveillance system for Automatic Dependent Surveillance-Broadcast (ADS-B) equipped aircraft throughout the entire globe. Aireon harnesses next-generation aviation surveillance technologies that are currently ground-based and, for the first time ever, extend their reach globally to significantly improve efficiency, enhance safety, reduce emissions and provide cost savings benefits to all stakeholders. Real-time ADS-B surveillance covers oceanic, polar and remote regions, as well as augment existing ground-based systems that are limited to terrestrial airspace. In partnership with leading ANSPs from around the world, like NAV CANADA, Iridium Communications, ENAV, NATS, the Irish Aviation Authority (IAA), and Naviair, Aireon will have an operational, global, space-based air traffic surveillance system in early 2019.
