Director, Product Engineering (TGS)

Telesat•Arlington, VA

10h•Hybrid

About The Position

Telesat Government Solutions (TGS), a subsidiary of Telesat, provides secure global communications for the U.S. government and its allies. Leveraging a state-of-the-art satellite fleet and a secure global network, TGS offers resilient infrastructure, real-time operation management, and connectivity for remote personnel. The upcoming Telesat Lightspeed™ advanced, global Low Earth Orbit network will provide unparalleled survivable and assured network connectivity, integrating commercial LEO satellites and Optical Inter-Satellite Links (OISLs) for hybrid MilSatCom networking. This role will manage and lead integration, testing, solutions engineering, sales, and training for the TGS products portfolio, building strong relationships with Department of War/Federal customers for Lightspeed capabilities. The individual will provide technical support for pre- and post-sales activities, develop solutions to meet customer communication needs using Telesat’s Lightspeed constellation, and drive the TGS terminal strategy. Responsibilities include offering technology recommendations, performing modeling and simulations, and conducting test and evaluation demonstrations to secure sales and ensure customer satisfaction. Specialist knowledge and contacts are essential for customer solutioning and future success with Lightspeed.

Requirements

Must be a U.S. Citizen
Self-starter, entrepreneurial mind-set with strong leadership and business development skills and proven track record of delivering success in a highly competitive start-up-like sales environment
Bachelor degree in Engineering (preferably with an emphasis on systems, telecommunications, or networking)
5+ years of experience in RF communications, satellite link design, systems engineering, and ground station hardware
Metro Ethernet Forum (MEF) standards and implementations
TCP/IP networking services such as MPLS and Layer-2 Ethernet connectivity solutions
Strong presentation, interpersonal, and oral communications skills
Proven technical and sales writing skills
Protocol acceleration, web caching, traffic management, firewalls, VPN, and security related hardware and software
Network management platforms
Antennas and RF equipment implementation, operation and diagnostics
Significant experience working in a culturally diverse and geographically dispersed organization, and experience with dotted line reporting responsibilities to a foreign parent company under FOCI limitations
The ability to operate successfully within a team environment in what is essentially a start-up organization within Telesat, but with the ability to operate independently when needed
Excellent interpersonal skills with the ability to build relationships with partners within the group and with the parent company, in addition to working in support of business opportunities to garner support from vendors, technology and business partners and specialist consultants
The demonstrated ability to find new customers, prepare well-thought-out proposal and pricing, to deliver the appropriate solution and to make sure the customer remains well-served through the lifecycle of the contracted services, with the goal of transitioning them to Lightspeed when it is on-orbit
Previous DoW civilian or Military Space experience required
Active US Government security clearance
The position will be contingent on being able to achieve a TOP SECRET/SCI level clearance

Nice To Haves

Preferred minimum of 10 years of business development, solutions architect, program management or sales roles within industry or US government, offering complex and technical solutions in a business-to-government environment, ideally in the telecom or satellite communications industry
Knowledge/experience in: knowledge/experience in RF communications, satellite link design, systems engineering, and ground station hardware
Knowledge/experience in: Metro Ethernet Forum (MEF) standards and implementations
Knowledge/experience in: TCP/IP networking services such as MPLS and Layer-2 Ethernet connectivity solutions
Knowledge/experience in: Protocol acceleration, web caching, traffic management, firewalls, VPN, and security related hardware and software
Knowledge/experience in: Network management platforms
Knowledge/experience in: Antennas and RF equipment implementation, operation and diagnostics

Responsibilities

Design, estimate cost, and propose solutions based on customer requirements
Prepare/present proposals, and review requirements directly with customers
Lead, attend, and actively participate in customer meetings
Identify new solutions within Telesat’s business model which could lead to new revenue opportunities with customers
Work directly with customers to plan upgrades, review performance of networks, and to resolve service issues
Support projects from design to implementation
Actively participate in trade shows, customer events, and technical demonstrations in presentation roles
Plan and execute customer and user engagements, align resources and develop business development plans to maximize P(win)
Develop, communicate, and execute winning sales strategies for pLEO services targeting Government verticals
Analyze competitive landscape, channel conflicts and environmental factors to ensure that we continue to offer high-value winning proposals
Align with the TGS Growth Strategy through active participation in strategic planning, sales strategy development, forecasting, and sales resource planning
Work closely with executive team to ensure a culture of teamwork and success
Foster a culture of consistency in teamwork, accountability, high-performance, and ethical behavior
Be able to work collaboratively with our parent company colleagues while remaining within the limitations of the FOCI agreement, to achieve corporate and Group goals, cost controls and business alignment
Establish and maintain productive peer-to-peer relationships with customers, and prospects, be part of the overall business solution
Report on progress and provide market intelligence to the team
Develop and manage partnering opportunities
Be an evangelist for Lightspeed pLEO capabilities – be able to articulate the TGS value proposition and enthusiastically promote the Telesat brand and Lightspeed capabilities
Set and maintain a standard of behavior and engagement that will serve as an example to others and demonstrate TGS’s commitment to integrity and professionalism