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Tue, 21 Sep 2021 15:05:50 +0000
Chief of Space Operations Gen. John Raymond unveiled the “Guardian Ideal” document Sept. 21 at the Air Force Association’s Air, Space & Cyber conference SpaceNews
Tue, 21 Sep 2021 14:28:34 +0000
A total of 11 Army and four Navy organizations are transferring to the Space Force SpaceNews
Tue, 21 Sep 2021 14:09:26 +0000
On Sept. 21 at the Air Force Association’s Air, Space & Cyber conference, the chief of space operations Gen. John “Jay” Raymond unveiled the service’s dress uniform. SpaceNews
Tue, 21 Sep 2021 12:41:06 +0000
Meteorological intelligence startup says it picked California-based Astro Digital to build the first two of potentially dozens of small satellites equipped with storm-tracking radars to improve weather forecasts. SpaceNews
Tue, 21 Sep 2021 11:24:53 +0000
NASA has selected a crater near the south pole of the moon as the landing site for a robotic rover to search for water ice that could be a resource for future human expeditions. SpaceNews
Mon, 20 Sep 2021 23:02:50 +0000
The Space Warfighting Analysis Center will brief industry representatives Oct. 27 on the results of its first “force design” study focused on space-based missile warning and missile tracking SpaceNews
Mon, 20 Sep 2021 22:02:03 +0000
Air Force Secretary Frank Kendall in a keynote speech Sept. 20 warned that China’s rapid advances in nuclear and conventional weapons will challenge the United States both in the air and space domains. SpaceNews
Mon, 20 Sep 2021 20:21:57 +0000
Increasingly capable satellites are driving demand for more complex thermal management solutions to keep them from overheating as they work harder, according to heat pipe manufacturer Advanced Cooling Technologies (ACT). SpaceNews
Mon, 20 Sep 2021 14:29:21 +0000
Diplomats and other experts see signs of progress at the United Nations on addressing space sustainability but caution it may will take many years before any sort of binding agreement emerges. SpaceNews
Mon, 20 Sep 2021 14:21:24 +0000
China's Tianzhou-3 cargo spacecraft docked in orbit with the Tianhe space station module Monday following launch from the coastal Wenchang launch center. SpaceNews
Mon, 20 Sep 2021 13:00:21 +0000
L3Harris announced Sept. 20 that the Space Development Agency has approved the company’s proposed design for a missile tracking satellite. SpaceNews
Mon, 20 Sep 2021 05:24:44 +0000
A draft environmental assessment released by the Federal Aviation Administration suggests that SpaceX will be able to proceed with orbital Starship launches from Texas, but with a number of mitigations required. SpaceNews
Sun, 19 Sep 2021 17:01:26 +0000
The growing number of satellites in orbit is leading to calls to develop formal “right of way” rules, although there is no consensus on what those rules should be and how they should be established. SpaceNews
Sun, 19 Sep 2021 10:00:10 +0000
The ground stations and tracking antennas the U.S. military relies on to communicate with its satellites — known as the Satellite Control Network, or SCN — are decades old and short of the capacity needed to keep up with the projected growth in space activities. SpaceNews
Sat, 18 Sep 2021 23:29:23 +0000
SpaceX’s first private crewed mission ended with the splashdown of the Crew Dragon spacecraft off the Florida coast Sept. 18. SpaceNews
Sat, 18 Sep 2021 20:40:44 +0000
Turksat will launch its first domestically built communications satellite on a SpaceX Falcon 9, the Turkish government announced Sept. 17. SpaceNews
Sat, 18 Sep 2021 00:12:16 +0000
SpaceX’s first private Crew Dragon mission is set to end with a splashdown off the Florida coast Sept. 18, three days after liftoff from the Kennedy Space Center. SpaceNews
Fri, 17 Sep 2021 17:49:28 +0000
CesiumAstro expects to be building satellites mostly by itself in two years to house the active phased arrays it has been developing, aiming to shift the paradigm for electronically steered antennas with commercial-like industrialization processes that lower costs and speed up production. SpaceNews
Fri, 17 Sep 2021 15:18:31 +0000
The U.S. military will take space sustainability factors into account should it have to respond to an attack on its satellites, a Space Force official said Sept. 16. SpaceNews
Fri, 17 Sep 2021 10:00:38 +0000
The Pentagon has declared space is a warfighting domain. Generals and executives in the space industry are preparing to defend the ultimate high ground. SpaceNews
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    Personal information
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    Candidate Profile
     Date Submitted:19-03-2021
     Last Modified:20-03-2021 (06:39)
    Job information
     Current job:Senior Manager
     Employment Term:Permanent
     Job location:Own country
     Date available:immediately
     Industry:Satellite Manufacturers and Subcontractors, Satellite Operators, ,
     Keywordssales "business development"

    Global Sales Leader | Space Solutions

    Innovative Coach and Mentor for Growth Oriented Companies

    Accomplished professional of complex sales for space applications. Grows revenues by serving as trusted advisor to customers and leading diverse, global sales teams. Possessing international business acumen, developing and spearheading entry strategies in multiple countries and markets.  

    Practices effective communications by translating complex technical concepts into easy to understand business solutions. Persistent, self-directed and disciplined, engaging with customers and prospects across organizational hierarchy, clarifying timelines and requirements, expediting sales. Demonstrates agility by operating at strategic and tactical levels. Motivates by gathering input and coaching, empowering team members.

    Sales Strategy | Direct Sales | Channel Sales | Pipeline Building | Key Account Planning | Market Development | Organization Transformation | Sales Automation


    Professional Experience

    L3Harris Technologies, Inc. (formerly harris Corporation)             2014 - Present

    Mission Critical Push to Talk (MCPTT) wireless networks, radios and applications for voice, data and video. Products include network infrastructure, terminals and position location, SCADA, and secure mobile applications.

    Senior Manager, Sales Engineering & Operations                        2018 - Present

    Lead worldwide sales engineering, sales development, industrial relations and market analysis. Oversight of $6.5M department budget. Took on additional role as Interim Director of Sales Operations.

    Exceeded 100% of sales goals, producing 7 quarters of year over year orders growth and gaining market share by transforming sales engineering team.

    Reduced quote delivery time by 38%, order processing time by 75% and lead qualification time by 88% by restructuring work processes and automating tasks.

    Achieved 100% uptime and global access to customer demo systems by transitioning to AWS cloud implementation.

    Delivered 50% cost savings through rigorous cost management of industrial relations program.

    Manager, Marketing Intelligence                                 2017 - 2018

    Spearheaded team for sales development, industry relations and market intelligence. Oversaw strategy development and implementation, including market analysis, lead generation and business process re-engineering. Controlled $1M department budget.

    Reduced sales onboarding time 25% by leading design and deployment of sales enablement tool, creating over 200 pages of original web content.

    Provided 30% savings through diligent cost management of marketing program.

    Led assessment of sales team processes based on Miller Heiman Strategic Selling, including gap identification and new process development.

    Manager, Federal Sales                               2016 - 2017

    Selected to lead team for wireless network sales to US Federal Civilian Agencies. Coached and mentored team members, planned and managed large opportunity captures, forecasted orders and set quotas.

    Won over $19M in sales through proactive mentoring and coaching with Miller Heiman Strategic Selling methodology.

    Awarded $3.1B in IDIQ contracts using disciplined capture and proposal management strategies.

    Senior Business Development Manager                          2015 - 2016

    Promoted for superior performance.  Led global pursuits of advanced wireless communications products, including radio and satellite systems, network management software, LTE, interference cancellation, Position, Navigation and Timing (PNT) and data encryption.

    Grew opportunity pipeline to $468M through systematic and disciplined opportunity identification, outreach to key contacts and rigorous qualification.

    Exceeded 100% of goals, finding new opportunities and advancing pursuits in Europe, Asia, Canada and USA.

    Created market development strategies for PNT and satellite businesses, drawing on previous industry experience, client interactions and detailed market research.

    Business Development Manager                                2014 - 2014

    Recruited by former colleague to win new business sales for advanced communications products.

    Won $10M sale to US Army for GPS anti-jam navigation program, by overcoming objections, diligent follow up and helping customer understand procurement process.

    Built pipeline of $324M in opportunities through diligent opportunity identification and qualification.

    Exceeded annual goals by winning orders, identifying new opportunities and advancing multiple pursuits in Europe, Asia, Canada and USA, earning “Excels” rating in year-end performance review.


    JB Management, Inc.                             2012 - 2013

    Senior Executive, C4ISR Programs

    Led pursuits for enterprise software development, data center design & management, virtualization, information assurance, system test & integration.

    Achieved 100% of goals by building $31M opportunity pipeline via disciplined outreach to customers and re-establishing partner relationships.


    Comtech Mobile Datacom Corporation                        2011 - 2011

    Senior Vice President, Global Sales and Programs

    Promoted to head sales for telematics network infrastructure and managed services. Responsibilities included business development, marketing, product management and program management. Directed management of company's largest account, product and marketing strategy and $2M budget.

    Generated $57M in revenue, delivering global Automatic Vehicle Location (AVL) service for 200K vehicles.

    Grew orders by 20% year over year for new M2M asset tracking products and services.

    Improved opportunity funnel visibility by implementing Salesforce CRM.

    Vice President, Business Development

    Led pursuits of telematics network infrastructure and managed services for vehicle management, asset tracking and maritime communications.

    Led business development and capture efforts for multiple government IDIQ contracts, creating 3 new sales channels.

    Devised market and product strategies for product lines, conducting exhaustive market surveys, detailed requirements analysis and establishing product rollout schedules.

    Expanded proposal output 25% by implementing companywide capture and proposal processes.

    Rated "Exceeds Expectations" by company President.


    Intelsat General Corporation                        2005 – 2011

    Director, Global Network Solutions

    Sold satellite and terrestrial telecom services to US Government agencies, NATO and its member countries, commercial telecoms and satellite service providers.

    Generated $160M in revenues during tenure, growing annual sales 264% by working closely with major customer accounts and diligently prospecting new accounts.

    Led market entry in 4 NATO member countries (Canada, Belgium, Denmark and Bulgaria).

    Rated "Consistently Exceeds Expectations" throughout tenure for growing sales.


    Associated Press                         2002 – 2004

    Director of Sales and Marketing (Global)

    Led global sales team for content management Software as a Service (SaaS) to broadcast news industry. Oversaw direct and indirect sales, product marketing, sales engineering and $2.8M budget.

    Grew revenue and new customers 50% during tenure through aggressive international market expansion, coaching, sales territory realignments and compensation plan enhancement.

    Developed and led market entry strategy in 18 countries in Asia, Latin America, Middle East and Europe.

    Reduced indirect channel cost of sales 67% by establishing two new indirect channels: agents and integrators.


    Wegener Communications, Inc.                         1999-2001

    Director of Sales, United States and Canada

    Recruited by Scientific Atlanta colleague to lead sales team for MPEG-2/DVB video encoding, conditional access and encryption (CAE), ad insertion and Content Distribution Network (CDN) solutions. Markets included broadcast and cable TV, radio, enterprise and satellite service providers.

    Increased sales 35% in first year by restructuring team and focusing on enterprise networks accounts.

    Generated over $40M in sales bookings during tenure.


    SCIENTIFIC ATLANTA, INC.                                       1994-1999

    Regional Sales Manager, Video Networks Sales

    Led sales pursuits for MPEG-2/DVB video encoding systems, subscriber management software, conditional access and encryption (CAE), IP datacasting, satellite video receivers and satellite earth stations. Markets served: enterprise, telecom service providers, cable/broadcast TV networks and US government.

    Booked over $26M of order in enterprise network market with 75% win-rate.

    Exceeded quota by 140% in 1997 and received Circle of Excellence award for outstanding performance.

    Senior Account Manager, Asia-Pacific Sales

    Market entry in People’s Republic of China (PRC) for VSAT (TDM/TDMA) data and mesh digital telephony satellite networks, network management software and earth stations.

    Sold over $40M by winning new customers, including sale of largest VSAT network in China (1700 sites).



    Master of Business Administration (MBA), Georgia Institute of Technology, Atlanta, Georgia, USA

    Bachelor of Science, Electrical Engineering (BSEE), Purdue University, West Lafayette, Indiana, USA


    Professional Development

    Miller Heiman Strategic Selling | Miller Heiman Conceptual Selling | Miller Heiman Coaching | Miller Heiman Buyer-Focused Prospecting | SPIN Selling | The Challenger Sale | Imparta Creating Customer Value (CCV) | Target Account Selling (TAS) | Dale Carnegie Course | Karrass Effective Negotiating | Lohfeld Capture and Proposal Process | FastStart Proposal Process


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