Head of Direct Sales

 

OneWeb Technologies

11140 Aerospace Ave
Houston, TX 77034
onewebtechnologies.net

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

Click here to apply 

Introduction

OneWeb, the low Earth orbit (LEO) satellite communications company, completed its acquisition of Texas-based TrustComm Inc., a provider of managed satellite communications and professional services to commercial and governments organizations. TrustComm is now OneWeb Technologies Inc, a wholly-owned subsidiary of OneWeb.

OneWeb Technologies is be tasked with providing governments of the “Five Eyes” alliance (U.S., U.K. Canada, Australia, and New Zealand); NATO; the U.N. and other strategic partners with global, next-generation, satellite connectivity. Led by former TrustComm CEO Bob Roe, OneWeb Technologies will be focused on meeting the complex needs of government customers.

High-throughput, low-latency communications capacity in underserved and denied environments has long been an issue for the military and others, and OneWeb’s network is poised to address those challenges with security at the heart of its end-to-end managed services offerings.

To read the full press announcement dated September 21, 2021, please click here.

To review Go to Market Strategy, please click here

Vision Statement OneWeb Technologies 

Increase value to our customers as a trusted industry partner contributing to space superiority and information dominance by providing relevant over the horizon solutions through a diversified portfolio that is secure and cyber responsive.

 

Summary of Position 

The Head of Direct Sales is responsible for developing and executing the strategic sales plan direct to market. This position will be responsible for both strategic and tactical sales activities and will work closely with Channel Management, Executive Management, Operations, and Engineering to help define, execute, and capture activities.

This role will report directly to the Chief Commercial Officer (CCO) and preference is for the position to be in the Northern Virginia area.

Requirements include:
– Must be a current US Citizen
– Must have the ability to obtain and maintain a Top Secret US Security Clearance

Requirements

US Citizenship.

Must have the ability to obtain and maintain a Top Secret US Security Clearance.

Demonstrated strong satellite technical knowledge of Gov’t and COMSATCOM architectures

Demonstrated commercial background with a strong emphasis on marketing, direct sales, developing pricing strategies, and key account management

Demonstrated experience in product launching, successful profit generation, and ability to identify market gaps to find additional market opportunities

MBA or bachelor’s degree in and a minimum of 6-8 years demonstratable work experience with direct sales and proposal development

Strong skills in interpersonal communication, writing, and organization

Excellent writing skills, strong ability to summarize data concisely

Ability to work with limited supervision and high motivation

Strong analytical skills and attention to detail

Duties and Responsibilities

Generate direct sales of the company designed to achieve specific strategic and tactical objectives

Analyze activity related to marketing and developing sales plans to market products

Screen potential business deals by analyzing market strategies

Develop negotiating strategies and positions by studying integration of new partnerships with company strategies and operations; examining risks and estimating partners’ needs and goals.

Develop processes, assure all are aware of the processes, and follow them as designed.

Close new business deals by coordinating requirements; developing and negotiating contracts; integrating contract requirements with business operations.

Enhance organization reputation by accepting ownership for accomplishing new and different requests; exploring opportunities to add value to job accomplishments.

Oversee and work with Sales personnel to review all requests for proposals (RFPs) and quickly organize a proposal team, guide proposal plans and create a high-quality proposal that will enable a competitive presentation of OneWeb Technologies services.

Review proposal draft and final versions assuring responsiveness to RFP, thoroughness, accuracy, creativity, staffing, financial considerations, quality, and effective design and layout.

Together with Channel Sales and marketing, guide sales/marketing/proposal team, writers, and financial analysts in preparing the technical and cost components of the proposal, including an understanding of the task, plan, client needs, past performance, and personnel.

OneWeb Technologies Company Culture

Space superiority and information dominance require strong adherence to process and creative ideas that come from all levels of the company. At OWT, all ideas are considered, and everyone is given the opportunity to weigh in with new ideas and processes that will help our customers achieve their objectives. We have a high retention factor and promote from within the organization first. There is an atmosphere of excellence within and clarity of company values.

The Top Priorities During the First 6 Months:

During the pre-hiring discussions, learn about the company’s capabilities and understand immediate challenges. Then, draft an outline to be reviewed with the CEO of your Plan and the short-term goals you will prioritize.

Examples of Short Term Goals could include:

Develop Direct sales strategy for the Government market, including target opportunities, resources required, and strategy to achieve financial objectives (note: strategy must consider indirect sales strategy to minimize and mitigate channel conflict). The timeline is within 6 weeks of hire.
Develop a marketing campaign for direct sales to U.S. Gov’t and FVEY’s. The timeline is within 2 months of hire
Prepare a winning response to Space Force PLEO RFP. The timeline is driven by RFP deadlines
Participate and represent customer requirements for input into OneWeb Gen2 satellite architecture. The timeline starts when hired and is likely completed within 6 months.

Geographic Location Requirements

The requirement is U.S. based. Preference is in the Northern VA Region.

For the right candidate, we can be flexible as long as it doesn’t increase opex costs dramatically.

Compensation

The target compensation is a combination of a base salary plus a performance bonus with a total on-target earnings range of up to $ 260K – $325K.

Breakdown of Compensation: 
The annual On-Target base salary range is between $175K-$200K.
The annual On-Target bonus is up to  30% with upside for overperformance and no ceiling.
The pay cycle is every two weeks.

OneWeb Technologies Benefits Summary

Please click here to review the benefits summary

The Recruitment Process

OneWeb Technologies has retained Boxwood Strategies 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.  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.

Please click for a short video on the Boxwood Process.

To Apply

Interested and qualified candidates are first asked to view the Boxwood short video and thoroughly review the following detailed position description. Interested and qualified candidates should then APPLY HERE 

Executive Leadership Bios

Bob Roe, Chief Executive Officer and Hiring Manager

Bob Roe joined OneWeb Technologies as Chief Executive Officer in March 2012.
Mr. Roe has more than 41 years’ experience as a satellite communications professional, including senior management positions with Stratos Global group from 1998-2011.
Prior to joining OneWeb Technologies, 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 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

Ian Canning has more than 30 years’ experience in the global satellite communications and telecommunications industries. He joined OneWeb Technologies as Chief Operating Officer in January 2012. In this position, he is responsible for the day-to-day operations of the Company along with leading the development of the innovative solutions OneWeb Technologies brings to market.
Prior to joining OneWeb Technologies, Mr. Canning held many senior management positions 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.
Positions held during his tenure at Stratos included 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 electronics and telecommunications companies, including Nortel Networks, Motorola Codex, and Racal Datacom.
Mr. Canning earned an MBA from London’s Greenwich School of Management.

Douglas Whitworth, Chief Financial Officer

Mr. Whitworth joined the OneWeb Technologies team in 2006 and brings over 30 years of service in the financial sector. He has proven ability to manage within complex environments and deliver strong financial accountability. He began his career with KPMG where he developed a solid base of accounting knowledge and skills by providing accounting and tax services to a wide range of industries. Prior to joining OneWeb Technologies, Mr. Whitworth was CFO of a telecommunications technology company where he assisted in maintaining a 50% annual growth rate over four years and architected its acquisition of a complementary Silicon Valley technology company. As manager of financial research for American General Corporation, he led the team responsible for external financial reporting including annual and quarterly reports and SEC reports and filings.
Mr. Whitworth is active in his community, volunteering his time as a Cub Scout leader and currently serves as Chairman of the Houston CPA Society’s CFO/Controllers Conference Committee. He married his wife Christina in 2007, and together they have a large blended family.
He holds a Masters of Business Administration degree in Management Information Systems from the University of Houston. He is a Certified Public Accountant and is a member of the American Institute of Certified Public Accountants and Texas Society of Certified Public Accountants.

Jennifer Maus, Director of Human Resources

Jennifer Maus joined OneWeb Technologies in April of 2007, and now serves as Director, Human Resources. Ms. Maus has over 15 years of experience in human resources, as well as operations and finance within the telecommunications industry. Prior to joining OneWeb Technologies, Ms. Maus served as an Operations Manager for a private telecommunications company where she successfully ran daily operations, as well as managed areas of human resources and finance.
Ms. Maus specializes in talent management, employee learning and development, employee benefits, resource and budget management, organizational development, and employee relations.
Ms. Maus has been successful in developing and implementing on-boarding practices, performance management, and benefits management.
Ms. Maus studied music at the University of Houston to earn a B.A., and she earned her Masters in Strategic Human Resources Management from Michigan State University.

Joseph Uglialoro, General Counsel and Secretary

Joe joined OneWeb Technologies in May 2021 in connection with the acquisition by OneWeb Technologies to lead the legal team and establish the proxy agreement. Mr. Uglialoro has over 20 years of Government Contracting experience in various roles, such as General Counsel, Chief Operating Officer, and Chief Compliance Officer. In addition to oversight of the legal function, his responsibilities have included leading Contracting, Procurement, Security and Human Resources teams.
Prior to joining OneWeb Technologies, Mr. Uglialoro spent considerable time in the commercial Telecommunications sector, including working for global companies such as France Telecom, PSINet, and Intelsat General.
He has held the position of Law & Policy Advisor on the AFCEA Bethesda Chapter Board since 2008. From 2013 to 2016, Mr. Uglialoro served in support of an appointed member to the National Security Telecommunications Advisory Committee.
Mr. Uglialoro studied accounting at James Madison University to earn a B.B.A., and earned his Juris Doctorate degree from The Washington College of Law at American University in Washington, D.C.

 

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