Director, Business Development, TGS

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 Director for TGS Business Development (BD) will focus on front end of the business, building strong relationships with DoD/Federal customers as well as building an active (revenue/profit-generating) customer base for Lightspeed capabilities. 
This position will be responsible for generating a growth account and execution plan, identifying new business opportunities, devising capture strategies and developing winning proposals. This person will have specialist knowledge and relevant contacts that will enable identification and capture of 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 capabilities. With a primary focus on US Space Force and Federal 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 business development plans to maximize win – win business that will build an active customer base as a bridge to Lightspeed
• Develop, communicate, and execute winning sales strategies for 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 TGS Growth Strategy through active participation in strategic planning, sales strategy development, forecasting, and sales resource planning
• Work closely with executive team 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.
• Seamless interaction with our technical and business experts within Telesat across the globe and strives 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
• 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 TGS’s commitment to integrity and professional

Education and Experience required:

• Must be a U.S. Citizen
• Self-starter, entrepreneurial mind-set with strong leadership and business development skills and proven track record of delivering success in a highly competitive start-up-like sales environment.
• Preferred minimum of 15 years of business development, solutions architect, program management or capture roles within industry or US government, offering complex and technical solutions in a business-to-government 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 substituted
• Significant experience working in a culturally diverse and geographically dispersed organization, and experience with dotted line reporting responsibilities to a foreign parent company under FOCI limitations.
• The ability to operate successfully within a team environment in what is essentially a start-up organization within Telesat, but with the ability to operate