Skywise - Head of Commercial - Americas

Job Description:

Skywise is a leading digital services company, wholly owned by Airbus. We deliver a first-of-its-kind offer that seamlessly integrates Planning & Operations Control, Flight, Technical, and Ground Operations. By providing interoperable digital solutions for end-to-end operations, Skywise combines aircraft manufacturer expertise and digital know-how to transform operational complexity into predictable and profitable performance, ensuring resilient and more sustainable operations.

The Head of Commercial - Americas is responsible for creating an annual sales plan which incorporates plans for achieving order intake and contract renewals. This role will also ensure that the appropriate sales strategy is in place for individual sales campaigns. They serve as the leader for a team of Commercial Directors, responsible for ensuring that the team is capable of meeting the organization’s current and future needs and engaging & motivating the team to achieve the organization’s objectives.

This position will provide vision, direction, and management for the assigned group.

This role has direct accountability for sales process definition, sales sizing, territory management, efficiency planning, sales training, product training, and sales technology. The position will also be responsible for sales effectiveness reporting, methodology, and delivery mechanisms.

Primary Responsibilities :
1.) Order Intake and meeting business objectives:

Organizing the region to deliver-on order intake

Defining and executing a regional strategic plan Defining key accounts and delegate the execution of key account development plans amongst the team Identifying strategic opportunities and delegating opportunities amongst the team Assisting in closing deals, with an emphasis on key, strategic accounts

Leading sales campaigns for larger, high-profile campaigns
2.) Customer Satisfaction:

Escalation point for customer relationship

Representing customer and market requirements within Skywise
3.) Manage team:

Champion a motivating culture of sales excellence with the team and drive results

Recruit, train, and lead a high performing sales team Provide ongoing coaching, mentoring, performance management
4. Other duties:

Ensure CRM data is consistently up-to-date with high-quality data Balanced pipeline management to increase velocity of deals moving to closure

Americas region leadership representationother duties as assigned by the Head of Region

Education:

Bachelors Degree in Engineering, Aviation, Business or a related discipline / MBA Preferred

Minimum Experience:

10 years in sales within SaaS or aviation5 years managing a commercial sales team Contract and commercial negotiations experience

Internal and external communication: able to effectively communicate strategy and global information to Sales, Customer Success Managers, Product Managers, Product Support Representatives (PSRs), and management throughout the Americas Decision Making, Complexity:

Capable of evaluating product pricing & contract terms to assess value and profitability of a sale to the company

Assembling sales proposals that help advance organization’s strategic position in the market

Determine priorities within the team to maximize resources to best achieve revenue goals and ensure customer satisfaction

Understanding of IT infrastructure and technical composition of products sufficient to instill confidence with customers

Understands large commercial airline flight operations sufficiently to make informed decisions in the best interest of the organization and the customer. Includes familiarity with airline regulatory environments within the assigned sales territory.

Travel Required:

50 % Domestic and International Eligibility:
Eligible for employment in Canada or…