Sales Manager, EMEA
Job Locations: US-VA-McLean
Job ID: 2024-3453
Category: Sales
Worker Category: Regular Full-Time(F)
Company Overview
Aireon deployed the world's first global space-based air traffic surveillance system, providing real-time aircraft monitoring capabilities around the world, including over the poles, over the oceans and in remote areas.
Aireon data enables safer, more efficient and more environmentally friendly aviation travel, resulting in significant CO2 emission reductions. More than 20 Air Navigation Service Providers representing more than 40 countries rely on Aireon data to navigate aircraft in their airspaces.
We are committed to offering an employment experience and benefits package that enables you and your family to grow with us and to share in our success.
Position Summary, Job Requirements & Responsibilities
As Sales Manager in the EMEA region, you will be leading the sales campaign of our products with ANSPs and other aviation actors. We are looking for a passionate and innovative Sales Manager to join our team and help modernize Air Traffic Control in the EMEA region.
What You'll Do:
- Identify and pursue sales opportunities with regional ANSPs and aviation industries
- Set up sales campaign strategies and execution, in coordination with the global Sales director
- Conduct workshops/educational meetings with potential customers on our disrupting technology
- Navigate the complexity of big governmental organizations, building relationships at all levels
- Partner with Product Management and Marketing to align go-to-market and sales campaigns
- Engage with the customer during forums and conferences
Experience & Education Requirements
Required Qualifications:
- 6+ years of experience with Sales in the Aviation Industry in the EMEA region
- Proven experience developing deep and trusted relationships with customers
- Aviation background (ANSP, Airlines, Aviation industries)
- Ability to travel within the region up to 50% of the time
- Proven track record of successfully executing sales campaigns
Desired Qualifications:
- Sales experience in EMEA with ANSPs/Airlines or other governmental bodies
- Deep knowledge of main ATM concepts (ATC, ATFM, CNS technologies, etc.)
- Experience and understanding of the concept of data value and innovative business models
- Understanding of procurement processes for the Aviation Market
- Experience with Salesforce CRM tools
About You
You are a self-starter who takes the initiative to make things happen. You love interacting with customers and solving their problems. You are collaborative and a team player with a positive attitude. You have the ability to communicate complex concepts clearly and persuasively.
1-3-6 Month Plan
In the first month, we'll expect you to:
- Get onboarded and train with your director
- Understand Aireon product portfolio
- Understand internal processes
- Get a general overview of contract structure (prices, contract terms, etc.)
- Understand the typical sales target profiles in the region
- Develop a multi-stage plan to establish relationships within the various aviation markets
At 3 months, we'll expect you to:
- Develop material to create a target list with a first sales profile and timeline
- Define an account plan for each opportunity defining risks, strategy and initial sales validation
- Establish initial relationships with main ANSPs and other potential customers
- Hold regular meetings with internal management on market status and sales campaigns
At 6 months, we'll expect you to:
- Define first-year roadmap and engagement playbook
- Have visited and created relationships with main ANSPs and other potential customers
- Hold regular internal meetings with product management to transfer customer requirements and use cases
About the Team
- Aireon's Sales team is a small but agile team within our Sales and Customer Affairs team
- We conduct regular team meetings both virtual and in person
- Team is geographically diverse with centralized team in Mclean, VA
Perks and Benefits
(If located in the U.S.)
- Premium medical, dental and vision plan
- Life Insurance and AD&D
- Short Term and Long Term Disability
- Health Savings Account (HSA)
- Flexible Spending Accounts (FSA)
- Retirement 401K plan with Employer Matching
- Education Assistance and Tuition Reimbursement
- Paid Time Off, Sick Leave, Floating Holidays
- Paid Parental Leave
- Company Sponsored Events
- Employee Referral Program
Aireon is an Equal Opportunity/Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, sexual orientation, gender identity or status as a protected veteran.
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