Government Sector SatCom Account Manager

TrustComm
Quantico Corporate Center
800 Corporate Drive, Suite 421
Stafford, VA 22554
http://www.trustcomm.com

 

Contact:
Bert Sadtler
President
Boxwood
BertSadtler@BoxwoodSearch.com
410-274-6707

To be contacted confidentially, please click here

TrustComm

With corporate offices in Quantico, VA and the teleport at the Ellington Joint Reserve Base in Houston, TrustComm is the premier global provider of innovative, secure satellite communications (SATCOM) application solutions.

An Introductory Note: Our Recruitment Process

TrustComm has retained Boxwood to conduct a different kind of recruitment. We have selected Boxwood because we are believers in Boxwood’s unique approach to candidate selection and qualification, and we have first hand experience with this process. While this process is different, we feel that it genuinely offers both candidates and the company the best opportunity to get to know each other at a deeper level than is typical with the conventional interview approach.

For more information, please click here for a short video on the Boxwood Process

Boxwood’s recruitment process is intended to provide qualified candidates with a positive, thorough, confidential and interactive experience focused upon business discussions — not interviews. These business discussions are conversations about real issues the company is facing. A key aspect of the recruitment process will include the candidate completing a 6-month action plan in collaboration with the TrustComm leadership team. This will speed up the on-boarding process and ensure a clear alignment from the beginning.

Interested and qualified candidates are first asked to thoroughly review the following detailed position description. Interested and qualified candidates should then contact Bert Sadtler of Boxwood.

TrustComm remains competitive in the industry by compensating our employees for strong performance and proven results.

TrustComm is an Equal Employment Opportunity employer. All qualified applicants will receive consideration for employment without regard to race, national origin, gender, age, religion, disability, sexual orientation, veteran status, or marital status.

We extend our sincere thanks for considering our company and for your cooperation with our process.

The Position

The Account Manager must have an entrepreneurial spirit and be self-driven with the ability to understand complex technical solutions.  This position requires direct interaction with current and potential customers.

This role is focused on calling on members of the Government Sector. The ideal candidate will have well established business relationships and strong credibility within the sector.

TrustComm is seeking an energetic and detail-oriented Government Account Manager responsible for generating and securing revenue & gross margin selling TrustComm’s unique portfolio of satellite services for both commercial and government sectors either as a prime contractor or working as a sub-contractor with other primes.

The Account Manager will report to the VP of Sales.

The Account Manager must be holding an active US Government Clearance or be a current US citizen and able to qualify to obtain a US Government Clearance at the Top Secret level.

The Account Manager’s key responsibilities will include:

• Sell TrustComm products and services to large enterprise customers, resellers, and government accounts.
 (DoD & Federal as well as the resellers who serve the sector)

• Meet or exceed sales quotas (which will be adjusted for the remainder of year 1 and realistically established for the first full year).


• Provide weekly sales reports, and accurate forecasts.


• Manage customer relationships.


• Prospect, qualify potential opportunities, prepare account plans, and prepare account strategy to close business.


•  Prepare and deliver professional sales presentations to potential customers.


• Maintain and manage relationship with existing customers during term of contract.


• Negotiate contract renewals with existing customers.


• Conduct business in the highest ethical manner as defined by TrustComm Business Code of Conduct.


• Perform other duties as required.

 

Qualifications Include:

• Demonstrated Sales Success


• 10+years experience selling complex solutions


• Demonstrated experience working in a small, highly dynamic team environment.


• Excellent communication and presentation skills both verbally and in writing.


• Demonstrated ability to work with multiple online computer systems, including standard and customized to our specific needs.


• Self-motivated and able to work in a fast-paced environment and adhere to strict deadlines.


• Ability to cope with high-pressure customers with immediate requirements.

Requirements:

• Bachelor’s Degree and minimum of 10+years of successful selling related experience.


• Demonstrated Government Sector experience and familiarity with satellite services, telecommunications or IT is preferred.


• Demonstrated strong skills in interpersonal communication, writing, and organization.


• Excellent presentation skills, and ability to speak in front of large groups
.

• Ability to work with limited supervision and high motivation.


• Good reasoning abilities. Sound judgment.


• Ability to synthesize and process disparate information.


• Strong analytical skills and attention to detail.


• Ability to work well under pressure, meeting multiple and sometimes conflicting deadlines.

Priorities to be Accomplished within the First Twelve Months

1. Develop business plan within 1 month for the next 12 months (Targets, resources required, SWOT, etc)
2. Develop white paper with TrustComm value proposition to target market within 45 days
3. Develop presentation for specific market and work with Marketing to update Web Site and strategies to raise brand awareness. Due within 90 days of start date
4. Develop analysis of industry trends and make recommendations (including rationale and cost/benefit model) to Executive leadership to improve product portfolio. Due within 120 days of start date
5. Sell, sell, sell.

Total On-Target Compensation

TrustComm is positioned to reward performance. The target compensation is a combination of a base salary plus a performance-based bonus. The on-target-earnings range is between: $200K-$240K with no cap on the performance bonus.

The calculation for the Total Compensation is:
Base Salary: $160K
Sales Commission/Performance Bonus: $40K-$80K
 

About the Company

With corporate offices in Quantico, VA and the teleport at the Ellington Joint Reserve Base in Houston, TrustComm is the premier global provider of innovative, secure satellite communications (SATCOM) application solutions.

The only satellite communications provider with its own network infrastructure and 24/7 primary Network Operations Center located on a secure military base, TrustComm’s unparalleled global network, industry experience, ISO 9001:2015 registered customer satisfaction processes and engineering expertise exceeds the security and reliability standards of our customers.

TrustComm uniquely combines extensive satellite access and expansive terrestrial capacity with highly effective applications to deliver best-fit, custom end-to-end solutions. For customers requiring instant, robust and easily deployable connectivity, our solutions provide maximum reliability across a wide range of applications.

From broadband Internet access, VoIP and voice, video conferencing and data communications for business continuity to emergency response, tactical field deployment and temporary usage, TrustComm delivers the ideal satellite communications solution.

TrustComm provides paramount services, supported by a highly experienced engineering team that is dedicated to setting industry standards, developing secure networks and delivering unparalleled customer service.

For an overview of TrustComm, please click here for company video

The Culture:
• Team oriented
• Empowered, project oriented
• Growth focused
• Opportunistic

More on TrustComm’s History

Originally founded in 1999, TrustComm was acquired in 2012 by the American investment group Global Secure Networks Inc. TrustComm’s assured satcom services, Terrestrial and end-to-end networks provide maximum reliability to support a broad range of applications. Those applications included broadband internet, emergency response, tactical field deployment and temporary usage. With its global network, engineering expertise, 24/7 primary S-NOC and owned infrastructure at the highly secure Ellington Field Joint Reserve Base in Houston TX. and redundant S-NOC near Quantico, VA., TrustComm exceeds the security and reliability standards of its clients.

To download the company brochure, please click here

Summary of Benefits
• Family Medical
• Dental Benefits
• Vision Benefits
• Life Insurance
• 401 K
• Short and Long Term Disability
• Paid Holidays
• Floating Holidays

To download TrustComm Benefits Summary, click here

Executive Bios

Bob Roe
Chief Executive Officer

Experience: 35 years

Bob Roe joined TrustComm as Chief Executive Officer in March 2012.

Mr. Roe has more than 35 years’ experience as a satellite communications professional, including senior management positions with Stratos Global Corp. from 1998-2011.

Prior to joining TrustComm, Mr. Roe served for more than five years as President and CEO of Stratos Government Services Inc. (SGSI) where he led highly successful programs to meet the COMSATCOM needs of the Dept. of Defense and other federal and state agencies. Under his leadership, SGSI deployed commercial satellite communications infrastructure for the U.S. Coast Guard, the U.S. Navy Military Sealift Command and several other military agencies.

From 2006-11, Mr. Roe also served as chairman of the Mobile Satellite Users Association.

Prior to his career in commercial satellite communications, Mr. Roe served 22 years in the U.S. Navy as a communications and intelligence officer. His assignments included surface shipboard tours on cruisers and aircraft carriers, airborne commands in C-130 Hercules aircraft TACAMO Surveillance program, and Mobile Communications Units in Desert Storm.

He earned a Bachelor of Arts Degree in Management and a Master of Science Degree with honors in Business Management, from National Louis University in Evanston, Illinois.

Ian Canning
Chief Operating Officer

Experience: 25 years

Ian Canning has more than 25 years’ experience in the global satellite communications and telecommunications industries. He joined TrustComm as Chief Operating Officer in January 2012. In this position, he is responsible for the day-to-day operations of the Company.

Prior to joining TrustComm, Mr. Canning served as a senior marketing executive for Stratos Global Corp., the leading global provider of advanced mobile and fixed-site remote communications solutions. He was responsible for Stratos’ global product and marketing portfolio, generating more than $700 million from advanced remote communications solutions, including the Stratos Advantage range of value-added services.

He served in a number of roles during his tenure at Stratos, including Vice President, Global Product Marketing (2010-11), Vice President, Marketing and Product Management (2007-10), Stratos’ Managing Director, EMEA and Vice President, Sales (2004-07), and Director, EMEA and Asia (1999-2001).

In addition, Mr. Canning’s experience includes posts with other leading players in the commercial satellite communications industry. From 2001-03, Mr. Canning served as Director, Business Development EMEA and later as Director, Sales EMEA for Iridium Communications Inc. From 1995-99, Mr. Canning served as Manager, Partnership Program for Inmarsat. From 1983-99, he held senior sales positions with a variety of global satellite, electronics and telecommunications companies, including Nortel Networks, Motorola Codex and Racal Datacom.

Mr. Canning earned an MBA from London’s Greenwich School of Management.

Vineet Puri
Chief Financial Officer

Experience: 25 years

Vineet Puri currently serves as Chief Financial Officer at TrustComm. In this role, he has responsibility for managing TrustComm’s finance, compliance, strategic planning, human resources, and contracts. Mr. Puri is also Senior Finance Executive at Weissker Group, with investments in technology and energy industries, where he has various roles as Senior Advisor/CFO at group companies.

Mr. Puri brings over 25 years of extensive experience in finance operations, strategic planning, treasury, M&A and risk management; gained at mid-size to multi-billion dollar global operations in technology, communications, professional services, defense and energy industries; focused on commercial and government customers.

Before joining TrustComm and Weissker Group, Mr. Puri was SVP and Chief Financial Officer at MicroTech (2012-13), a $340 million provider of information technology and products. Mr. Puri was responsible for managing MicroTech’s finance, accounting, treasury, compliance, risk management, and pricing functions.

In the satellite communications industry, he held the position of Vice President of Finance at Inmarsat Stratos (2007-12), where he was responsible for managing financial oversight of Stratos Government Services Inc., a leading mobile satellite services provider to government, with revenues over $150 million. In addition, Mr. Puri served as Director of Financial Planning and Analysis at Intelsat (2000-2007), the largest global satellite communications provider with revenues over $2.0 billion. He played an integral role in mergers and acquisitions (ranging from $100M to $6B), business ventures, global business development, corporate strategy, product development, and profitability improvement.

He has also held positions at American Management Systems Inc. (now CGI Group) and Information Systems and Networks Corp.

He holds a Masters of Business Administration from Clarion University of Pennsylvania and a Bachelors of Commerce from University of Delhi.

 

To download the Candidate Self-Assessment Form, click here