Director, Terminal and Services Offering

Director, Terminal and Services Offering

Eutelsat Group

Paris or London

Who You Are:

As the Director, Terminal and Services Offering at Eutelsat Group, and reporting to the VP Commercial, you will be at the forefront of managing transversal Terminal and innovative Services offering technologies development, managing roadmaps, arbitrates priorities across departments, and ensures alignment with strategic objectives in short and long term in close coordination with Commercial Management, Pricing, Engineering. From market insights to product delivery and management with providers, you will play a pivotal role in ensuring the success of our Terminal and Services offerings.

What You’ll Do:

The Director, Terminal and Services Offering, will oversee the end-to-end Offering lifecycle for Terminals and Offering Services process, from collecting market insights and designing offerings to leading go-to-market (GTM) strategies, delivery, and ongoing lifecycle management.

This position involves high collaboration with cross-functional teams, requiring coordination with Sales, Business Development, Supply Chain, Engineering, Marketing Communications, Product Owners, Legal and other relevant stakeholders. The role also involves external engagement with suppliers, customers and the competition to stay abreast of market dynamics.

Market Insights to Offering Design:

• Collect market insights from various sources and analyze data from Strategic Marketing, vertical, sales, customers, suppliers, and competitors;
• Lead Offering Design, encompassing plan development, pricing strategies, service performances, SLAs, terminal requirements, and unique selling propositions (USPs) for LEO, GEO or Hybrid communications solutions;
• Collect and analyze forecasts for all terminal and services offerings, requesting new features from transversal 'Product Owners,' and prioritizing based on revenue potential;
• Evaluate commercial feasibility of the product in collaboration with all involved departments, seeking commercial approval to proceed with development.

GTM strategy and Execution:

• Develop and implement the GTM strategy for terminal and service offerings, ensuring alignment with the company’s broader commercial objectives;
• Drive commercial enablement including sales training, partner education and customer engagement strategies

Delivery & Life Management:

• Ensuring delivery based on available products, including product, pricing, contract, tax, legal, and communication plans. Adhere to Offering Lifecycle Processes;
• Provide guidance on priority levels for product delivery;
• Accountable for Vertical performance – against forecast, yield, and operational targets;
• Manage stocks strategy in coordination with Delivery team.

Communication:

• Build a comprehensive 360° Terminal and Services plan, collaborating with Commercial Management, Marcomms for information dissemination, training, pitching, and communications;
• Evangelize the vertical offering vision and value proposition both internally and externally;
• Participate on tradeshows and customer events with presentations, panel sessions, roundtables, workshops, etc.

What You’ll Need:

• Strategic thinker with a passion for driving innovation in satellite connectivity with a specific focus on Terminal and Services Technology;
• Experience in managing terminal vendor relationships;
• Fluency in written & spoken English is mandatory. French or additional languages is advantageous;
• Bachelor’s degree in business, Marketing, or a related Engineering field;
• Minimum of 8 years of experience in satellite industry, with a focus on connectivity;
• Proven track record in product management, GTM strategy, and lifecycle management in a technology-driven environment;
• Strong analytical and problem-solving skills with a keen understanding of the satellite connectivit;
• Excellent leadership and communication skills, with the ability to influence and collaborate at all organizational levels;
• Experience in managing cross-functional teams and driving successful product launches;
• PMP or relevant certifications would be a plus.