Sales Engineering, Global Government USA (Washington, DC)
Your Job As part of the Segment Sales Engineering team, the Government Sales Engineer will work directly with the Government Sales Engineering Manager and associated team members to develop technical and product led solutions for the Government market vertical. The Government Sales Engineer will support the development of the market segment by working closely with the respective commercial, market and product development leads to identify and meet customer/market needs. The Sales Engineer will also work closely with the SES Networks Product Design & Engineering group to deliver the required solutions. Close cooperation with numerous SES Network groups will be required to ensure solutions are innovative, differentiated and operationally efficient. The Sales Engineer is the primary technical point of contact for our government Distribution Partners (DP) and end-user customers within the Government business sector and technical liaison to sales engineering and service delivery teams. The Sales Engineer is an integral member of the Government business development and account management teams providing support in all aspects of defining, developing and implementing solutions for distribution partners and end-user. Your Responsibilities * Requirements qualification and validation with direct interface with DP and end-user customer's engineers, and management/business development staff * Assist DP in: i) The development of optimized technical service solutions for end-user customer requirements, ii) preparation of technical proposals in support of informal sales requests and iii) preparation of formal RFPs responses with a detailed understanding of the end-user customer's service needs, application/mission environment and Total Cost of Ownership (TCO) drivers Maintains familiarity of the SES Networks Generally Available (GA) products, the Product Road Map and longer-term Technology Road Map helping to define and develop these activities ensuring they maintain relevance and where possible differentiation * Maintains a high standard of technical development within the Government market segment. Explores new technologies and works with vendors to support the requirement of exceeding customer expectations * Identify key areas of non-compliance and provide management with viable alternate solutions. * Provides support for the design and engineering development of SES Networks Government product concepts as required, ensuring a consist approach to ease internal operation and efficient development practices, reusing capabilities where possible * Provide Government technical/commercial and market input across SES Networks. Consolidate consumer requirements, and tailor full E2E solutions where required * Comprehension of satellite technologies, ground equipment, antennas, licensing, testing, certification, military standards/specifications, governing bodies and encrypted communication systems * Ability to investigate new technologies to enhance user experience. Appreciate in theatre environments and associated constraints. Ability to deliver innovative solutions for review to Senior SES Network management * In collaboration with other technical resources, engages with industry vendors to understand their development road maps and influence them for the benefit of the SES Networks and its customers where possible * Facilitate the development of a shared Innovations Lab to demonstrate SES Networks MEO/GEO capabilities relating to Government communications * Facilitate interaction with other technical resources, ie Technology innovation to take best advantage of technology development trends * Ensure all relevant security requirements and guidelines are understood and appropriately implemented * Defining and implementing appropriate tools and technologies to foster a collaborative workspace for all team members * Maintains organization ethics and morals and adheres to the SES Way of Working, ethics and codes What's in it for you? In addition to a competitive salary and benefits package, we offer you a truly global opportunity in an exciting industry and all the support you'll need for both your professional and personal development. But most of all, we offer a truly unique opportunity to play your part in making a difference for those who need it most. We strive to uphold honesty, transparency and courage in everything we do. We're proud to belong to the SES team and collaborate towards success. Good to know SES and its Affiliated Companies are committed to hiring and retaining a diverse workforce. We are an Equal Opportunity/Affirmative Action employer and will consider all qualified applicants for employment without regard to race, color, religion, gender, pregnancy, sex, sexual orientation, gender identity, national origin, age, genetic information, protected veteran status, disability, or any other basis protected by local, state, or federal law. In conformity with US Government technology export regulations, including the International Traffic in Arms Regulations (ITAR) and the Export Administration Regulations (EAR), and/or other applicable US law, regulation or other requirements imposed by the US Government, certain positions may require US Citizenship, status as a lawful permanent resident of the US or a "protected individual" as defined by 8 USC 1324b(a)(3), or eligibility to obtain the required authorizations from the US Department of State or US Department of Commerce. Your Competencies * Ability to deliver tasks and projects in a timely manner. Establish working practices within the Sales Engineering team and challenge legacy concepts where applicable * Teamwork; ability to work closely in local and remote teams. Ensure projects are managed and all relevant resources are utilized. Ability to encourage team members for delivery of premium solutions. Establishes and maintains good working relationships; is co-operative and helps when needed while demonstrating an open-minded attitude. Shows an ability to work with others and relies on them to achieve common goals, shares information. Values the contribution of others. * Communication and influencing; can compile, interpret and present information on complex and important issues. Ability to negotiate, persuade and influence people in contentious / locally sensitive situations, anticipating and planning for objections and how to overcome them. Work openly and supportively with one another solving problems and disseminating information. * Problem solving; has the capacity to analyze complex and diverse problems, in the Government Market, that could have a major impact on the organization * Knowledge and skills; illustrates a thorough broad and deep understanding, builds on concepts and experience * Change and innovation; the ability to proactively identify and promote the need for change, overcome resistance and provide support to others where necessary to realize the benefits. Has the capability to use each opportunity to further develop the different technology aspects; perseverance to get the job done . * Accountability and decision making; the ability to be responsible for evaluating options and presenting recommendations on initiatives which will have a significant contribution to business success and are likely to involve balancing risk with opportunity * Illustrates effective negotiation skills with strong commercial and analytical abilities; illustrates outstanding business judgment * Strong presentation skills; possesses the ability to produce and present in an inspiring manner to a variety of internal and external audiences * Eager to stay up-to-date on industry / business trends and developments Your Profile * Bachelor's in Electrical Engineering/Communications/Computer Science with 3 to 7 years of practical and directly related experience * Minimum of 3 years of relevant industry experience coupled with at least 3 years in a similar, sales Engineering/pre-sales role * Minimum 1-year experience in military, DoD environment or working with Government customers * Excellent communication ability, both in written and verbal forms * Strong interpersonal, presentation and technical sales proposal skills * Knowledge of satellite transmission analysis and optimization * Knowledge of satellite access technologies and earth station components * A working knowledge of the design and architecture of enterprise networks that utilize and incorporate satellite communications for government applications, including but not limited to: command and control, remote and mobile video conferencing, ISR, back office business systems, VOIP, etc.; hands-on experience with some or all these applications a definite plus. * Willingness to travel international, up to 50% of time * Security clearance (existing or renewable). Preferable.