Sales Manager, Global Government, Southern Europe

Sales Manager, Global Government, Southern Europe

The job responsibilities outlined in this document are not exhaustive and may evolve over time and be reviewed according to business needs.

ROLE DESCRIPTION SUMMARY

The incumbent will be responsible for driving the execution of the SES Space & Defence business strategy across the Italian, Spanish, and Portuguese government and defence markets. The role focuses on identifying, qualifying, pursuing, and securing strategic and commercial opportunities that support sustainable business growth and long-term market development across Southern Europe.

The successful candidate will build and maintain trusted relationships with key stakeholders across government ministries, defence organisations, security agencies, system integrators, solution providers, industry partners, and end-users in Italy, Spain, and Portugal. By understanding customer requirements, influencing decision-makers, and developing strategic partnerships, the incumbent will strengthen SES's position across these markets and contribute to the achievement of its long-term business objectives.

PRIMARY RESPONSIBILITIES / KEY RESULT AREA

• Analyze market, trends, customer segmentation and competitor activity, to determine target customer groups, channels and sales planning
• Execute the strategic business development / strategic sales plan for the market, leveraging SES’ Managed and Sovereign solutions and portfolio for governments to achieve SES objectives and accelerate adoption of solutions among end-users
• Develop sales pipeline forecasting to provide visibility on indirect demand through strategic partners and channels and accelerate sales opportunities
• Develop, manage and execute strategic partnerships in the selected markets
• Be a major catalyst through business development and account management activities to grow strategic partners and channels, accelerate sales, provide new ideas for improvement and innovation, and influence investment decisions
• Develop strategic account plans to grow key government customers through direct and indirect engagements
• Develop customer alignment and enthusiasm around differentiated core assets and solutions, while working with corporate stakeholders to ensure appropriate resources are allocated for market delivery and growth
• Lead proposal efforts and effectively position and introduce solutions
• Meet and exceed sales targets, managing customer relationships from lead generation through project fulfillment.

COMPETENCIES

• Proven ability to understand the business needs of SES partners and their customers, generate industry insights, position SES as a thought leader, and strengthen strategic customer relationships.
• Strong presentation, negotiation, and influencing skills, with the ability to develop compelling commercial propositions, negotiate complex solutions, and drive the sales process through effective stakeholder engagement.
• Engaging and results-driven sales professional with the perseverance, resilience, and determination to achieve objectives and deliver outcomes.
• Strong interpersonal and networking skills, with the ability to establish, develop, and sustain senior-level business relationships across diverse stakeholder groups.
• Strong problem-solving capabilities, able to assess complex situations, evaluate alternative courses of action, and determine appropriate solutions aligned with organizational objectives and policies.
• Sound commercial judgment and the ability to perform effectively in high-pressure environments and within demanding timelines.
• Diplomatic approach, combined with strong cultural awareness and sensitivity when working across international markets and diverse customer environments.
• High level of personal integrity, professionalism, and commitment to ethical conduct, consistently adhering to the highest standards of business behavior.

QUALIFICATIONS & EXPERIENCE

• University degree, ideally with legal, commercial, and/or technical background
• At least 10 years of experience in working with and lobbying public institutions and governments, preferably in relation to defence, security and institutional matters
• Excellent knowledge of targeted markets and other related institutional structures and processes
• Solid understanding of commercial drivers and needs of the government/defence business
• Demonstrated ability and experience to work with teams to define winning strategies to capture defence markets, either directly or indirectly with system integrators
• Fluency in English and Italian, Spanish or Portuguese, knowledge of other languages of the European region is an additional asset
• Getting a NATO/EU Secret clearance is mandatory
• Willingness to travel (up to 40% of the time)

SES and its Affiliated Companies are committed to providing fair and equal employment opportunities to all. We are an Equal Opportunity 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.

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