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About Inmarsat Inmarsat was formed in 1979 and has been at the forefront of global mobile satellite communications ever since. We are the leading provider of voice and highspeed data communications for users on land, at sea and in the air. Inmarsat plc. is a FTSE 250 company with a profitable track record and significant growth aspirations. We operate in over 80 countries with more than 40 offices worldwide. The next few years will see the exciting realisation of business opportunities on Inmarsats existing fleet of 10 satellites, as well as the launch of Alphasat a joint venture with the European Space Agency and our 1.2 billion next generation satellites and services Global Xpress GX. Primary Purpose of the Role This position sits within the Global Government team, and within the wider Inmarsat Solutions division, the revenue generating hub of Inmarsats business. Inmarsat Global Government is the leading commercial provider of Mobile Satellite Services to Governments around the world. With the recent integration of very small aperture terminal VSAT services and the pending launch of the high throughput Global Xpress system in 2013, the team is poised for significant growth in the converging Mobile and Fixed government satellite services sector. The successful appointee to this post will maintain, and expand, relationships with strategic Inmarsat Partners and end users. The Business Development BD Manager will be responsible for exceeding sales quota, developing and acting upon Strategic Account Plans and objectives, and positioning Inmarsat as a communications leader within the Civil and Defence market space. The BD Manager will be responsible for representing the entire Inmarsat portfolio of solutions, while leading the partner and customer account planning cycle and ensuring that our partners and customers needs and expectations are met by the company. Key Responsibilities To work with partners and the Governments end customers to generate significant growth in indirect sales revenues from the full portfolio of Inmarsats Products and Services, including all Lband services, Global Xpress GX Kaband as well as Kuband VSAT and third party solutions. Develop deep Government customer enduser relationships and ensure that the benefits of Inmarsats solutions are well understood. Ensure that opportunities are fed to appropriate channel partners and to check that they are delivering an effective service to customers. Work with Indirect Channel Partners and the Global Government team in order to develop a clear understanding of current and future requirements within existing and potential Government customers. Meet or exceed assigned targets for profitable sales and strategic account objectives. Proactively lead the company Strategic Account Planning process which develops mutual performance objectives and financial targets. Raise the profile of Inmarsat within associated public organisations. Support partners in complex bids and solutions, with a clear plan to drive OnNet revenues. Work with the Sales Support Manager and Inmarsat Customer Care teams to ensure that Inmarsat remains best in class in terms of its responsiveness and competitiveness in meeting Channel Partner and customer requirements. Lead the accounts toward behaviours and actions consistent with the model envisaged for the Global Government European team, to include the following activities Pipeline management and sales forecasting. Direct and indirect selling capacity and capability. New product and service launches and business development initiatives. Service Provider channel management and expansion. Technical and commercial training. Specific sales and account management processes will include Development and maintenance of effective Strategic Account Plans updated min halfyearly for action in close consultation with Channel Partners, Product Management teams and Global Government colleagues, as well as other Business Units where appropriate. Regular joint business reviews. Key contact mapping and relationship management across all levels of the Inmarsat, partner organisations and government customers. Maintenance of key strategic and tactical activity plans. Production of timely activity reports, revenue forecasts and commentary. Other tasks and responsibilities as may be required. Essential Knowledge and Skills Proven ability to deliver target revenues within the Military or Defence arena. Understanding, influencing, and shortening long lead times through growing incentivising an indirect channel to market. Excellent market knowledge and semblance of Inmarsats competition in the European military satcoms space. Commercial and negotiation skills. Excellent interpersonal skills. Excellent communicator and presenter. Languages, fluent French and English as a minimum. Already possessing eligible for French National security Clearance. Desirable Knowledge and Skills The ideal candidate will come from a Civil or Military Government background and will have solid commercial experience in selling to Civil and or Military Government customers. Specific knowledge and experience within the French and Western European military and government Satellite Communications market. Business planning and resultsorientated approach. Knowledge of SalesForce.com would be an advantage. Inmarsat Qualities Inmarsat employees aspire to certain behaviours which support our wider corporate values, and lie at the heart of our continued success as an organisation. In this position, the following qualities are paramount Customer Excellence Customer Excellence applies to both our external and internal customers. It is about having a market orientated approach that enables the business to deliver what the customer wants. It is about organising activities, and making decisions that are based around information about customers needs, rather than what we think is right for them customer. It requires the development of longterm, collaborative and trusting relationships that combines customer needs with Inmarsat expertise. Enterprise Spirit Enterprise Spirit is about being agile and responding effectively to business opportunities within a changing environment. Its about being selfmotivated, resourceful, focused on output and making things happen. People with Enterprise Spirit are positive, enthusiastic, dedicated and not afraid to challenge the status quo. Valuesbased Leadership Valuesbased Leaders VBL are inspiring role models, who provide the driving force for the corporate agenda. They understand the differing and changing needs of people and create an environment that enables them to perform independently and effectively toward the achievement of personal and corporate objectives. They cultivate a culture of openness, trust and collaboration and encourage others to take action. They remain positive in the face of challenging circumstances and continue to motivate the team. They value results above process, allowing members the flexibility to plan and implement their own strategies. Innovation People who are innovative are entrepreneurial and thrive on creativity and ingenuity. They are constantly on the lookout for opportunities, assessing their strategic value and offering appropriate, imaginative solutions. They are advocates and instruments of positive change and are not afraid to take informed, responsible risks. They anticipate market trends and move quickly to embrace them. This is complemented by the ability to react quickly, develop effective implementation plans, and drive the achievement of business results. To apply please send your CV and covering letter to Daniel Blackman Human Resources 99 City Road London EC1Y 1AX Tel 020 7728 1218 Fax 020 7728 1652 Email Daniel.Blackmaninmarsat.com

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