Head of Business Development - Maritime & Offshore Energy Satellite Connectivity (Basé à London)

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Connect with Eutelsat Group

Be part of a new era in communications, transforming connectivity with Eutelsat Group - the world's first GEO-LEO integrated global satellite operator.

As a leader in satellite communications, we provide global connectivity solutions - connecting businesses, communities, and governments around the world. We can connect you at on land, at sea and in the air. We also deliver broadcast television channels and packages, transmitting vital news reports around the world.

With Eutelsat Group You'll Get To:

• Pioneer the future of Space Technology
• Bring connectivity to remote frontiers
• Collaborate with customer-centric experts
• Embrace cultural diversity in our global team

In a dynamic industry where passion drives our teams to make a difference to become the most trusted partner for global satellite connectivity, you will elevate your skills in a stretching, rewarding, and meaningful environment. At Eutelsat Group, we're united by inclusion and diversity, striving for gender balance and social responsibility, on Earth and in Space.

Why Eutelsat Group?

• Commitment to Diversity & Inclusion: With colleagues from over 75 countries, we embrace our global DNA and are committed to creating an inclusive workplace. We take pride in having one-third of our executive team and 60% of our board represented by women.
• Ways of Working That Drive Us: As "One Team," we work collaboratively towards shared goals, with customer-centricity, respect, and inclusivity as our guiding principles.
• Sustainability at Our Core:At Eutelsat Group, sustainability is more than just a word; it's woven into our strategy. We're dedicated to balancing social, environmental, and economic growth - both on Earth and in space.
• Work-Life Balance:We offer flexible schedules and hybrid/remote work options to help you balance your personal and professional life. At Eutelsat Group, we are committed to supporting your well-being and ensuring you have the flexibility you need to succeed both at work and at home.

Ready to grow with us? Apply today and help us build a more inclusive, sustainable future in the world of satellite technology.

Job Summary:

We are seeking a strategic and commercially driven Head of Business Development to lead growth initiatives in the Maritime and Offshore energy sectors. You will be responsible for driving revenue growth through direct client engagement, strategic partnerships, and market expansion for satellite connectivity services, including VSAT and next-generation HTS/LEO/GEO solutions.

Key Responsibilities:

• Strategy & Market Development
  • Define and execute the commercial strategy for maritime and energy verticals across key geographies.
  • Identify market trends, customer pain points, and emerging opportunities in offshore, shipping, oil & gas, and renewable energy segments.
• Sales & Partnerships
  • Lead high-value sales campaigns and key account negotiations with vessel operators, offshore energy companies, and system integrators.
  • Establish strategic partnerships with value-added resellers, managed service providers, and OEMs.
• Customer & Stakeholder Engagement
  • Build and maintain executive-level relationships with major customers and stakeholders.
  • Act as the customer advocate internally to ensure alignment across product, engineering, and operations.
• End-User Engagement & Evangelisation
  • Engage directly with end users to promote awareness and adoption of satellite connectivity solutions.
  • Serve as a thought leader and evangelist in the maritime and energy industries, articulating value propositions and emerging capabilities.
• Channel Strategy & Development
  • Define and implement a global channel strategy to support scalable growth, including the identification, onboarding, and enablement of distributors and VARs, while supporting Account director in the development of strategic partners.
  • Monitor partner performance, optimize partner incentives and margins, and lead joint go-to-market initiatives.
• Industry Events & Trade Shows
  • Lead organization of events & trade shows for the Maritime BU relying on Marketing and communication team
  • Represent the company at key industry events, trade shows, and conferences.
  • Deliver presentations, participate in panels, and engage with potential clients and partners to elevate brand presence.
• Product & Solution Alignment
  • Collaborate with product and engineering teams to shape connectivity solutions tailored to sector-specific requirements (e.g., low latency, high resilience, cybersecurity).
  • Provide market feedback to influence product development and service innovation.
• Team Leadership & Performance
  • Build, manage, and mentor a team of BD managers and sales specialists.
  • Set KPIs and sales targets; track performance and report to senior management.

Key Performance Indicators (KPIs):

1. Revenue Growth

• Achieve annual sales targets for the maritime and energy verticals (e.g. TBD $$

• Target: X meetings per quarter with key maritime/energy operators, onboard teams, or technical end users (e.g., CTOs, fleet IT managers, rig connectivity leads).

• Target: At least 1-2 in-depth workshops or technical demo sessions per month with prospective or existing end users.
• Number of successful pilots or proof-of-concept projects with end users leading to full deployments or upsells (target: Y per year).

• Target: Minimum 3 speaking slots, panels, or webinars per year at relevant maritime/energy industry events or forums.

• Build and maintain a robust sales pipeline with qualified opportunities covering at least 3x annual sales target.
• Conversion rate of qualified leads to closed deals (target: 25-40%, depending on deal complexity).

• Acquire new strategic customers in targeted segments (e.g. offshore wind, commercial shipping, oil & gas operators).
• Maintain high customer retention rate (>90%) and expand share of wallet through upselling and cross-selling.
• Track NPS or CSAT (Customer Satisfaction) among engaged customers - target > [60].

• Establish and manage 3-5 new strategic channel/reseller partnerships per year.
• Grow indirect sales revenue via partner ecosystem by at least 20% annually.

• Launch minimum two tailored GTM campaigns or initiatives per year in collaboration with marketing and product.
• Reduce sales cycle duration by 10-20% through improved processes and account-based strategies.

• Meet or exceed individual and team quota attainment targets.
• Improve team productivity metrics (e.g., number of meetings per rep, proposal turnaround time).

• Deliver quarterly competitive analysis and customer insight reports to internal stakeholders.
• Contribute to product roadmap with validated market requirements and use cases.

Requirements:

• 10+ years of commercial experience in satellite communications, telecoms, or a related industry.
• Proven track record in the maritime and/or energy sectors with deep industry networks.
• Strong understanding of satellite connectivity technologies (GEO/LEO/MEO, VSAT, HTS, etc.).
• Experience with complex solution sales, long sales cycles, and international B2B environments.
• Exceptional leadership, negotiation, and communication skills.
• Ability to travel globally as needed.

Desirable:

• Technical degree or background in engineering, telecommunications, or related field.
• Prior experience at a Telco, satellite operator, managed service provider, or maritime communications integrator.

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This role is a Eutelsat Group job opening; all of our open roles are posted on the current OneWeb and Eutelsat websites. Please note that when you are applying, your application may be seen by both teams.

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