Skywise - Head of Commercial - Americas

Airbus•Atlanta, ON

About The Position

The Head of Commercial - Americas leads commercial sales across the Americas for Skywise, a digital services company wholly owned by Airbus. The role develops an annual sales plan to achieve order intake and contract renewals, establishes sales strategies for individual campaigns, and provides vision, direction, and management for the assigned group. The position leads a team of Commercial Directors and ensures the team is equipped to meet current and future organizational needs while motivating it to achieve business objectives. The role has direct accountability for defining the sales process, sales sizing, territory management, efficiency planning, sales and product training, and sales technology. It is also responsible for sales effectiveness reporting, methodology, and delivery mechanisms. The Head of Commercial represents customer and market requirements within Skywise, serves as an escalation point for customer relationships, and represents regional leadership. The position has 6–8 direct reports and requires 50% domestic and international travel. Employment eligibility is limited to candidates eligible to work in Canada or the US.

Requirements

Bachelor’s degree in Engineering, Aviation, Business, or a related discipline.
At least 10 years of sales experience within SaaS or aviation.
At least 5 years of experience managing a commercial sales team.
Experience with contract and commercial negotiations.
Ability to communicate strategy and global information effectively to Sales, Customer Success Managers, Product Managers, Product Support Representatives, and management throughout the Americas.
Ability to evaluate product pricing and contract terms to assess sale value and profitability.
Ability to assemble sales proposals that advance the organization’s strategic market position.
Ability to determine team priorities to maximize resources, revenue achievement, and customer satisfaction.
Understanding of IT infrastructure and product technical composition sufficient to instill confidence with customers.
Understanding of large commercial airline flight operations and familiarity with airline regulatory environments in the assigned sales territory.
Eligible for employment in Canada or the US.

Nice To Haves

MBA.

Responsibilities

Organize the region to deliver order intake and define and execute a regional strategic plan.
Define key accounts and delegate execution of Key Account Development plans among the team.
Identify strategic opportunities and delegate them among the team.
Assist in closing deals, particularly with key strategic accounts, and lead sales campaigns for larger, high-profile campaigns.
Serve as an escalation point for customer relationships and represent customer and market requirements within Skywise.
Champion a motivating culture of sales excellence and drive results.
Recruit, train, lead, coach, and mentor a high-performing sales team; provide performance management.
Keep CRM data consistently up to date and ensure high-quality data.
Manage the sales pipeline in a balanced way to increase the velocity of deals moving to closure.
Represent Americas regional leadership.
Define sales processes, sales sizing, territory management, efficiency planning, sales and product training, and sales technology.
Oversee sales effectiveness reporting, methodology, and delivery mechanisms.
Perform other duties as assigned by the Head of Region.