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LS762 - Business Development Director, Government Channels, US

Telesat (NASDAQ and TSX: TSAT) You may not recognize our name, but we likely have touched your life every day. Whether watching broadcast television, swiping your credit card at a retail store, or accessing Internet on a cruise ship or plane, much of what you do daily is made possible due to the satellites we operate at in space.

But with our 50+ year track record of excellence and expertise, we’re not resting on our laurels; we’re boldly launching the next-generation space architecture of Low Earth Orbit (LEO) satellites, Telesat Lightspeed, that will provide leading telecom, enterprise, government, aero and maritime customers with unprecedented data rates and flexibility. Our employees are passionately innovating to eliminate the digital divide, improve the reach of 5G networks, and enable data connectivity anywhere on the planet. If you want to be at the cutting edge, challenge the status quo, and be part of the greatest space-based communications transformation ever, we’d love to hear from you!

What We Need

+ We’re looking for a dynamic and disciplined Business Development Director who can provide leadership, direction, and support to Telesat’ s Lightspeed’s US business.

+ The Business Development Director, USA will develop and execute the Business Development and Sales Strategy for Telesat Lightspeed LEO services in the US, with a special focus on the channels for the government & defense market. The position is based in Bethesda, MD.

+ This position reports to the Regional Sales Vice President, US and is responsible for aligning Telesat Lightspeed business development objectives with the company’s US business strategy and business plan.

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.

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