For more than 45 years, TCI has been a market leader in the development of innovative, high-performance communications, spectrum monitoring and communications intelligence systems. TCI’s diverse experience delivers proven solutions for regulatory compliance, monitoring and security, and communications intelligence applications. With advanced spectrum mapping and analytics, data recording capabilities and precision geolocation technology, TCI systems provide vital data for government and military agencies in more than 100 countries worldwide.
Enterprise Control Systems is a leading supplier of long range data links that support real time high resolution video transfer between air and ground users. In creating products like inhibitors and specialized equipment for military and security purposes, we protect ground forces and infrastructure around the world.
How you will make an Impact (Job Summary)
SPX is a diverse team of unique individuals who all make an impact. As a Business Development Manager for SPX Communication Technologies (Enterprise Control Systems & TCI), you will play a crucial role in commercial success for our market leading Datalink systems.
You will be joining a small dynamic team serving as a primary Sales & Business Development professional. Your role will be split amongst managing existing accounts (account management) and establishing new relationships (business development) in order to meet / exceed our commercial targets.
As part of the datalinks commercial team, you will be expected to be a highly motivated and professional ‘individual contributor’, working towards your goals and targets, whilst also being a strong and cohesive member of the Business Development team.
Key to the role will be your ability to identify and execute the correct plans (including Go To Market Plans) that can cover a diverse set of commercial stakeholders (End Customers, Political Influencers, Regional Partners and System Integrators) in stated and agreed territories.
The required candidate should have a proven ‘sales methodology’ that leads to successful outcomes and contribute towards a culture of individual and team success, fostering a positive and honest environment among peers.
This is an opportunity to work in a fast-paced but rewarding environment on RF Technologies across the defense and aerospace market.
What you can expect in this role (Job Responsibilities)
Your core responsibilities will be:
1. Responsible for managing and growing specified territories and accounts, through long-term sales strategy development and execution.
2. Identify and establish the most effective ‘routes to market’ to meet and exceed targets.
3. Establish, manage, and support resellers/agents.
4. Utilize internal CRM systems as the platform for delivering successful outcomes.
5. Accountable for ‘forecast accuracy’ of your accounts to provide internal stakeholders (Production, Finance, Engineering) visibility for informed decision-making.
6. Prioritize own sales effort as an Individual Contributor.
7. Increase sales opportunity value through capability, concept of operations, and human factors analysis, effectively presenting value-added, win-win system proposals to customers.
8. Use non-BD resources effectively and timely to develop sales opportunities.
9. Establish and manage commercial agreements and pricing.
10. Engage in commercial negotiation and closing sales.
11. Drive Service Level Agreements (SLA) at the beginning of the sales process.
12. Maintain strong cultural and business awareness of agreed territories.
13. Accountable for set and agreed bookings targets as per the required cadence.
14. Identify and present technology gaps/competitive trends, and system opportunities within key territories and accounts.
15. Assist other salespersons as requested.
What we are looking for (Experience, Knowledge, Skills, Abilities, Education)
We are looking for someone who has:
Required Experience
* Proven track record of success as an individual contributor in similar fields.
* Experience of working with various Go To Market (GTM) Channels.
* The ability to develop solutions that map to customer requirements.
* Excellent written, oral, and presentation skills.
* Strong interpersonal, planning, and analytical skills.
* Ability to influence and negotiate.
* Ability to collaborate effectively at all levels of CommTech and customers on a wide range of topics and issues.
Preferred Experience, Knowledge, Skills, and Abilities
* Knowledge of the Defense, Security or Aerospace markets.
* Data Link (aka Downlink) application knowledge.
* Video and Data management and distribution.
Education & Certifications
* A strong background and proven experience in the Defense, Security or Aviation industry.
* Degree educated in a technical or engineering discipline (Preferred).
Travel & Working Environment
* Up to 50% travel overseas.
* Hybrid working.
How we live our culture
Our culture is at the center of what we do and who we are. Our core values set a standard for how we manage ourselves, and our Leadership Model sets the standard for how we engage with each other. Whether you are an individual contributor or you lead a large team, each of us leads at SPX.
What benefits do we offer?
We know that the well-being of our employees is integral. Our benefits include:
* Competitive and performance-based compensation packages and bonus plans.
* Educational assistance, leadership development programs, and recognition programs.
Our commitment to embrace diversity to build a culture of inclusion at SPX
We value different backgrounds, experiences, and voices at SPX, and we are committed to challenging ourselves, openly communicating, and striving to improve every day. We believe in creating an inclusive work environment where everyone has a voice and is encouraged to realize their fullest potential.
Thank you for your interest in our company.
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