Vice President, Business Development

Telesat Government Solutions, a wholly owned subsidiary of leading satellite operator Telesat, provides the reliable and secure global communications network that the U.S. government and allies require – and the information superiority and mission assurance they demand. Leveraging our state-of-the-art satellite fleet, our secure and responsive global network offers resilient infrastructure; real-time operation management; and morale, welfare and recreation connectivity for remote personnel on long-term assignments.
Telesat Lightspeed™, our advanced, global Low Earth Orbit network, will soon offer unparalleled survivable and assured network connectivity. The system will leverage commercial LEO satellites and Optical Inter-Satellite Links (OISLs) for integrated, hybrid MilSatCom networking which, combined with Telesat’s longstanding engineering excellence, will deliver secure, reliable and cost-effective global connectivity for government and defense applications.
The Vice President, Business Development will focus on building an active (revenue/profit-generating) customer base that will transition to Lightspeed. The Vice President, Business Development will be responsible for defining and implementing robust and repeatable business development processes, identifying new business opportunities, devising capture strategies and developing winning proposals. 
This is a strategic position, which includes leadership of a growth team and within the TGS office.  The next 3-4 years of TGS will rest on the ability of this position to build the BD team/processes/tools identify and capture business that will build a user community that trusts Telesat and is prepared and eager to adopt Lightspeed as its future architectural platform. This person will have specialist knowledge and a small book of very close contacts that will enable identification and capture of strategic opportunities that will set TGS up for future success on Lightspeed.

Main Responsibilities

• Identify a set of key customers whose missions are good fits for Lightspeed operations. With a primary focus on US Space Force and Intelligence Community (IC), and other government applications, this position will evangelize on the virtues of Lightspeed and identify early adopters.
• Plan and execute customer and user engagements, align resources and identify funding and contracting avenues and develop capture plans to maximize P(win) – win business that will build an active customer base as a bridge to Lightspeed FOC.
• Develop, communicate, and execute winning sales strategies for GEO and LEO services targeting Government verticals. Analyze competitive landscape, channel conflicts and environmental factors to ensure that we continue to offer high-value winning proposals.
• Align with the team’s objectives and Telesat’s business strategy through active participation in strategic planning, sales strategy development, forecasting, sales resource planning, and budgeting.
• Work closely with executive team colleagues to ensure a culture of teamwork and success. Foster a culture of consistency in teamwork, accountability, high-performance, and ethical behavior.
• Be able to work collaboratively with our parent company colleagues while remaining within the limitations of the FOCI agreement, to achieve corporate and Group goals, cost controls and business alignment. We value a seamless interaction with our technical and business experts within Telesat across the globe and strive to maintain a productive and collaborative environment.
• Establish and maintain productive peer-to-peer relationships with customers, and prospects, be part of the overall business solution, not just a cog in the wheels.
• Report on progress and provide market intelligence to the team. Develop and manage an evolving pipeline of business, devise capture strategies and partnering opportunities.
• Be an evangelist for LEO capabilities – be able to articulate the LEO value proposition and enthusiastically promote the Telesat brand and Lightspeed capabilities.
• Set and maintain a standard of behavior and engagement that will serve as an example to others and demonstrate Telesat Government’s commitment to integrity and professionalism.

Education and Experience required

• Must be a U.S. Citizen
• Entrepreneurial mind-set with strong leadership and business development skills and proven track record of delivering success in a senior position in a highly competitive start-up-like sales environment. Preferred minimum of 12-15 years of business development or sales roles offering complex and technical solutions in a business-to-government sales environment, ideally in the telecom or satellite communications industry.
• Master’s degree in business or engineering preferred and advanced degree aligned with the needs of this position. Demonstrated experience and success may be subs