Sales Engineering

ALL.SPACE is scaling fast and technical credibility with customers is central to that growth. Today the  technical fit between customer requirements and proposed solutions is largely assessed by sales staff and shared resource creating risk that solutions need to be revisited, challenged or reworked later in the sales cycle. The Vice President, Sales Engineering will close this gap by building and leading a world-class sales engineering team that architects the right technical solution the first time, and that customers, sales and product teams trust.

This is a new, senior leadership role reporting to the Chief Revenue Officer. The successful candidate is a hands-on technical leader, equally comfortable in front of demanding defense customers, coaching engineers and challenging a proposed solution before it reaches the customer.

Key Accountabilities:

1.      Technical Leadership & Team Building

Hire, develop and lead a team of world-class sales engineers, growing the function from its current single engineer to a team of approximately six. Align sales engineers to sales verticals and named accounts so technical support matches account and territory strategy. Set the standard, methodology and quality bar for technical solutioning across the team, coaching engineers on customer-facing technical communication and solution design.

2.    Solution Design & Sales Cycle Leadership

Provide technical leadership through the full sales cycle of discovery, solution design and architecture, demonstrations, trials and field evaluations. Work directly with customers and account teams to translate customer requirements and mission needs into validated, technically sound solutions and proactively challenge and pressure-test proposed solutions before they reach the customer, reducing costly rework and credibility risk later in the cycle.

3.    RFIs, RFPs & Technical Proposals

Own technical responses to RFIs / RFPs, compliance matrices and terminal integration questions. De-risk deals by validating feasibility, interoperability and performance claims early in the sales process.

4.    Customer Demonstrations & Trials

Manage and oversee customer demonstrations and field trials, ensuring they are technically sound, well-resourced and accurately reflect ALL.SPACE capability.

5.    Voice of the Customer into Product & Engineering

Act as the voice of the customer into Product and Engineering, feeding customer and market intelligence into requirements and roadmap decisions, and representing field and customer perspective in product planning and prioritization.

6.    Fulfilment & Delivery Assurance

Ensure designs and configurations agreed with customers are accurately and completely handed into the ALL.SPACE fulfilment process, partnering with Fulfilment and Operations to protect delivery accuracy and a high standard of customer satisfaction post-sale.

7.     Channel & Partner Enablement

Support channel partners and operators with technical enablement and training, building repeatable technical enablement materials so partners can qualify and support opportunities independently.

Requirements

• 10+ years in sales engineering, solutions engineering or systems engineering, including significant people leadership experience building and running teams.
• Direct experience selling into the US defense / government market (DoD, defense primes, or government end users).
• Demonstrated ability to translate complex customer and mission requirements into validated technical solutions, and to constructively challenge proposed solutions before they reach the customer.
• Experience owning technical RFI/RFP responses, compliance matrices and formal technical proposals.
• Strong domain knowledge of satellite communications, terminal integration, RF/antenna systems or closely adjacent technical domains.
• Comfortable operating at senior leadership level, able to influence the CRO, Product, Innovation, Engineering and Service Delivery leadership.
• International defense market experience alongside US defense experience is highly desirable.
• Experience building a sales engineering function from a small or early-stage base is highly desirable.
• An active US security clearance is required (Secret minimum; Top Secret / TS-SCI preferred).

Travel

Significant travel expectation, domestic and international. Direct, high-frequency engagement with customers, trials, demonstrations and partner locations is critical to this role's success.

Benefits

• Excellent Compensation package inclusive of competitive salary, 401(k) plan, healthcare and 25 days holiday in addition to the US Bank holidays.
• Bonus package
• Career development training opportunities (in house and external)
• Employee Referral scheme