Key Account Manager (ADS- Secure Land Communications)

Job Description:

Airbus DS SLC has decided to launch a new customer oriented  structure called Key Account Lead-Key Account Management (KAL-KAM) in order to enhance business develop to different Enterprise Segments through Mobile Network Operators (MNO’s) and/or Secure Mobile Virtual Network Operators (SMVNO)due to their market position and access.

The new value proposal will be mainly based on Business and Critical Communications services and applications, part of SLC portfolio and partners. Leveraging on the mentioned value proposal, KAM’s main responsibility is to develop business deals with MNO’s and SMVNO’s, building joint Go-to-market models primarily focused on Enterprise market (comprising, Transport, Utilities and Industry for instance) in case of MNO’s and for Public Safety in case of SMVNO’s (and MNO’s).

The Key Account Manager will participate to the development of the business relationships and management of the local and regional Mobile MNO and SMVNO accounts, maintaining a long term relationship to generate opportunities that actively contribute to make both MNO/SMVNO and SLC successful.

Job Responsibilities:

•  Support the development of trust relationships with assigned MNO/SMVNO accounts at the level of key influencers (CIO, CTO, COO, CFO)

• Acquire a thorough understanding of MNO/SMVNO needs and requirements regarding business critical (enterprise) and mission critical (public safety) segments.

• Identify, develop, maintain and expand customer Power Base (e.g. influencers, decision makers, etc.).

• Support business development plans/ strategies for the opportunities with the selected accounts.

• Understand SLC portfolio and capabilities in order to best position them in the market.

• Drive initiatives with 3rd parties and Systems Integrators when needed to cover gaps and improve the business solutions.

• Be a proactive virtual team leader involving the necessary teams within SLC in order to support the development of new business and build extensive and long lasting business relationships between the account and SLC. 

• Develop market capture plans in line with SLC methodology and processes.

• Provide consistent and regular inputs towards relevant SLC internal stakeholders (PBM, Finance, Bid, TSS, Operations) aiming to improve and adapt company development plan according to MNOs/SMVNO’s needs and strategies. 

• Subject to the industrial set-up of the campaign, also lead the preparation of technical and commercial proposals together with MNO’s/SMVNO’s.

• Use SLC digital tools – such as CRM system – to create and update opportunities’ status, prepare reports of progress and forecasts for main SLC stakeholders.

• Support the qualification of campaigns in line with SLC process 

• Actively engage with Airbus digital marketing team(s) to support opportunity creation and campaign development. 

Job Requirements:

• Previous roles of Account Management with Mobile Network Operators in APAC region.

• Experience on business development for complex projects including several stake holders – besides the MNO -, such as for example System Integrators (SI’s), Application developers, IT system suppliers and corporate business users.

• Understanding of different business models, based on eg Opex/SaaS. Understanding of software business and knowledge of communication networks and IT systems. Basic understanding of 4G and 5G technologies and their enablers.

• Familiar with MNO/SMVNO business dynamics and key financial indicators. Can map customer pain points with financial/business performance.

• Act as a thought leader and position SLC as a strategic partner to the MNO/SMVNO.

• Experience of public safety customers and their operations is a great advantage.

• Strong listening, communication and interpersonal skills with aptitude in building relationships with professionals of all organizational levels. 

• Proactive approach.

• Track record of successful leadership and change management projects.

• High motivation for new business development.

• Strong negotiation skills.

• Ability in problem-solving and solid decision maker.

This job requires an awareness of any potential compliance risks and a commitment to act with integrity, as the foundation for the Company’s success, reputation and sustainable growth.

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