Sales Manager Europe (Defense and Intelligence)

Position Summary, Job Requirements & Responsibilities

• 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

• 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
  
  

• 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   

•  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 

• 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

• 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 

• 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
  
  

• 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