Senior Business Development Manager, Strategic Programmes

Company Details

Company Description

About Inmarsat:

Inmarsat has been at the forefront of global mobile satellite communications for forty years and is the market leading provider of voice and high-speed data communications for users on land, at sea and in the air through its constellation of 14 geostationary satellites.  Inmarsat is a privately owned company with a profitable track record and significant growth aspirations. This is represented by more than 55 nationalities in the workforce, reflecting the global and dynamic nature of the business. With an investment of over $3 billion in its latest network infrastructure, Inmarsat is at the forefront of global mobile communications innovation.

Government

Inmarsat empowers data-driven government operations, on the move, all around the world and has done so successfully for over 40 years. The Inmarsat Global Government (G2) Business Unit is dedicated to delivering and developing services and solutions to meet the specific needs of these discerning and demanding customers for voice and data communications worldwide.

Job Description

Primary role purpose:

Building on recent successes, G2 created a new division in 2019 to focus on longer term Strategic Growth. Substantial focus has been placed on pursuing new strategic partnerships, commercially releasing new innovative services and pursuing very large government programs which could be transformational for the whole Inmarsat business as well as G2. Smaller innovative study projects are also important. The requirement is usually extremely complex requiring a period of extended Customer facing sales, study/ prototyping/ development and proposal activities which require the creation of specialist campaign teams.

The mission of the G2 Senior Business Development Manager is to develop, manage and win key opportunities in the Strategic Programmes team for G2.

Key Responsibilities:

  • Working closely across Strategic Projects team to identify, assess, develop, and lead the campaign from initiation, manage and guide the team throughout the proposal and negotiation stages to win key opportunities in the strategic/transformative area for G2. Examples include major new customer-funded opportunities for consultancy and development programmes, new or replacement national government/military satcom systems, national or international Hosted Payload opportunities, and company funded campaigns for major transformative nation level opportunities across the globe.
  • Identify, assess, develop, and lead new industry partnership initiatives to position new Inmarsat services into new or existing market verticals.
  • Represent Inmarsat powerfully in engagement with customer teams when discussing the customer requirements and procurement approach. Lead the development of compelling proposal documentation with inputs from multi-disciplinary teams across Inmarsat and throughout our network of global locations.
  • Develop strong and comprehensive internal Tender Review packs to secure support of Inmarsat Executive Team for major G2 campaigns and bids. Develop viable and compelling business cases.
  • Establish a strong internal stakeholder network with Inmarsat CTO and COO teams and different Business Units, and externally with appropriate partner organisations to support consortium development and maintenance of an agile workforce for strategic campaigns & programmes.
  • Negotiate, manage, and monitor all contractual and commercial aspects of the bids up until the contract award. This includes responding at bid stage, negotiation during contract award and ensuring signature of the Customer.
  • Other tasks and responsibilities as may reasonably be required.

Success in the role will be measured not only on the ability to bid and win new strategic programmes, but on the ability to make a meaningful impact on the G2’s long-term growth trajectory.

Highly credible with senior Government and Industry this is a senior role with influence. The role will be expected to regularly brief the G2 VP Strategic Projects and G2 President on progress and strategy. The role is likely to require occasional international travel.

The incumbent must currently hold and maintain Australian citizenship and have a suitable background to qualify and maintain an Australian Defence security clearance.

Qualifications

Essential Knowledge and Skills:

  • Leadership of business development initiatives which have successfully bid and won government contracts of over $10m, for international and institutional customers.
  • Expertise in sales processes and methodologies.
  • Demonstrated experience of building industry partnerships to win major government contracts.
  • Demonstrated experience of commercially launching new services into new market verticals.
  • Familiar with contractual process and procedures and experienced at negotiating and placing contracts and sub-contracts.
  • Credibility and experience of working with senior government customers.
  • Confidence and experience at briefing strategic plans and business cases to CEO/CFO level.
  • Strong knowledge of the satellite communications marketplace and the ability to lead technical & commercial teams to create compelling solutions.
  • Must have a suitable background to qualify and maintain an Australian Defence security clearance
  • Must currently hold and maintain Australian citizenship.
  • A self-starter with a track record of meeting and exceeding targets.
  • Demonstrable experience of working effectively in a matrix environment.
  • Demonstrable ability to build trusting relationships and conduct business with cultural sensitivity.
  • Ability to create new opportunities through effective interaction and solution development.
  • Strong presentation skills and inter-personal skills.
  • Organised and diligent – committed to seeing activities and processes through.
  • Pro-active communicator – natural sharer of information and collaborator across teams.
  • Commercially knowledgeable – intuitive about the market and quick to deliver relevant end user/customer feedback to the Inmarsat team.
  • High level of personal integrity, commitment to hard work and working in an open collaborative manner.
  • Fluent in English, writing and speaking.
  • Proficient in Microsoft Office – Excel, Word, PowerPoint and Outlook.

Desirable Knowledge and Skills:

  • Familiarity with Inmarsat products and services.
  • Familiarity of selling through channel partners.
  • Previous experience in technical sales & business development of satellite / carrier / IP services.
  • Experience of working with space & defence primes or complex technology providers.
  • Previous experience working in a government or military organisation or as a civilian contractor in a military theatre of operations.
  • Previous experience in Sales Force or similar sales process and opportunity management tools.
  • Fluency in additional languages.

Additional Information

Inmarsat Values:

Our values define Inmarsat’s culture and represent what we believe in. Inmarsat employees aspire to certain behaviours which support our corporate values, they create a stronger working environment and lie at the heart of our continued success as an organisation.

  • Accountability – taking ownership, getting results, and keeping our promises
  • Respect – collaborating, embracing diversity, and valuing differences
  • Excellence – creating bold solutions for our customers and putting quality at the heard of everything we do
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