VP of Global Government Strategy & Sales

Overview:

ST Engineering iDirect is a global leader in satellite communications (satcom) providing technology and solutions that enable its customers to expand their business, differentiate their services and optimize their satcom networks. Our business provides innovation focused on solving satellite’s most critical economic and technology challenges and expands a shared commitment to shaping the future of how the world connects.  With your talent and energy paired with our vision and technical leadership, the most fulfilling work of your career is waiting for you at ST Engineering iDirect…the sky is truly the limit!

We are in search for the Head of Global Government Strategy & Sales.  This person will be responsible for developing, implementing and the continuous updating of the commercial strategies, leveraging both Direct and Indirect sales motions. The strategies will leverage a multi-tiered engagement approach, both directly and through Channel Partnerships, within Global Government Accounts to drive alignment and relationship building with the goal of ensuring growth and retention. This role demands an individual with a robust strategic vision, strong leadership capabilities, cross functional orchestration and exceptional skills in managing complex, multi-national client relationships. This role involves interacting with the regional leading a team to engage with government entities, securing contracts, and driving revenue growth through strategic partnerships and sales initiatives. This role will also ensure that the company's products and services meet the unique needs and regulatory requirements of government clients worldwide.

Strategic Leadership:

• Develop and implement a comprehensive Global Government Sales Strategy, leveraging the regional sales teams for the execution of the strategy through both direct and indirect sales motions to increase market penetration and provide revenue growth
• Interface with the market to increase visibility and awareness for iDirect products and solutions as well as identify new projects and opportunities
• Provide strategic direction to the sales team and ensure alignment with the Regional Vice Presidents for the overarching engagement strategies, key initiatives and execution plans

Government Relations:

• Build and maintain relationships with key government officials, agencies, and stakeholders
• Advocate for iDirect’s interests and ensure compliance with government regulations; provide feedback to the organization regarding required features, etc.
• Monitor and influence (in as much as possible) government projects that have a potential near term or longer term impact to the business

Sales Management:

• Although the Head of Global Government Strategy and Sales is an overlay position, the role maintains a dotted line of managerial responsibility for the sales team members responsible for regional account management of Global Government Accounts. Therefore, this role is expected to lead and mentor sales team members (as it pertains to the management of the Global Government Accounts), in alignment with the Regional Vice Presidents, fostering high-performance culture.
• Oversee the sales pipeline, ensuring timely and effective execution of sales strategies and opportunity progression to close
• Individual responsibility for negotiating and closing large-scale contracts with government entities
• Develop and implement sales training programs and performance metrics, in alignment with those of the Regional Vice Presidents

Business Development:

• Attend/speak at events, provide thought leadership through a variety of channels, create additional visibility for iDirect in the Global Government sector
• Identify and pursue new business opportunities within the government sector with the goal of increasing market share and growing revenue
• Collaborate with product development and marketing teams to tailor offerings to meet government needs; liaise with IDG to provide a combined view of necessary features/solutions for the Government market

Market Analysis:

• Conduct thorough market research and analysis to understand the competitive landscape
• Provide insights and recommendations to enhance the company’s market position
• Monitor industry trends and adapt strategies accordingly

Cross-functional Collaboration:

• Responsible for project managing/orchestrating the internal teams providing inputs for all RFX responses as they pertain to Global Government Accounts, as well as providing the required commercial inputs in the responses
• Cross functional collaboration with IDG
• Work closely with internal teams, including legal, compliance, finance, and operations, to ensure seamless execution of government contracts.
• Coordinate with global offices to ensure consistency in approach and sharing of best practices

Reporting and Analysis:

• Prepare regular reports on sales performance, market trends, and strategic initiatives for senior management
• Use data and analytics to drive decision-making and optimize sales processes

• Bachelor’s degree required; MBA or advanced degree preferred
• 15+ years of experience in a combination of government sales and government relations, with a proven track record of success.
• 10+ experience in government sales and account management, specifically in the Satellite Industry
• Extensive knowledge of government procurement processes and regulations
• Strong leadership and team management skills
• Excellent communication, negotiation, and interpersonal skills
• Ability to travel globally as required