Lead the presentation of Aireon's ADS-B data services to new prospects and drive qualified Commercial Data Services (CDS) opportunities confidently and efficiently through the sales pipeline
Actively seek out and nurture new CDS leads to ensure a constant flow of active opportunities that align with organizational objectives
Measure and regularly present the performance of opportunities and accounts via key metrics
Identify opportunities to expand new data services to existing clients
Actively identify opportunities to create case studies and other marketing material based on closed deals, to showcase Aireon's services and inspire further growth via market proof
Build and maintain strong long-term relationships with key prospects and industry contacts across the APAC region
Act as the primary point of contact for top-tier accounts, ensuring high levels of customer satisfaction via responsive and knowledgeable communication and active problem solving
Negotiate contracts, develop and manage client-specific pricing strategies, and drive renewals to maximize profitability
Develop and maintain a thorough understanding of the content and structure of key client contracts and associated commercial arrangements
Maintain a deep understanding of Aireon's ADS-B technology, data services, and applications
Provide technical insights to clients, successfully bridging the gap between technical teams and non-technical stakeholders
Collaborate with cross-functional teams (e.g., product, engineering, operations, legal, and sales ops) to deliver comprehensive solutions to new key customer accounts
Keep up to date with new product developments — including the timeline of new releases and the content of new service offerings — and connect this knowledge to new sales opportunities
Work with the CDS Sales Director and BD Lead to identify and prioritize target markets, customer segments, and industries for ADS-B data sales across the APAC region
Monitor emerging trends, competitor activities, regulatory changes, and global aviation developments, and ensure feedback is shared with the product team to build and maintain Aireon's competitive edge
Collaborate with Product, Sales Ops, and Marketing teams to guide offerings and associated material to meet the needs of customers and wider industry expectations
Support and advocate for CDS products and services both internally and externally, contributing to a positive culture of open innovation and collaboration within and around the sales team
Professionally represent the company at trade shows, conferences, and industry events across the APAC region and beyond, to enhance visibility, grow our network, and generate leads
Contribute to the generation and development of industry white papers, presentations, and webinars to showcase the company's expertise in ADS-B data applications
Identify and explore relevant industry memberships and partnerships to drive Aireon's profile and growth
Requirements
6+ years of experience in technology or data services sales within the aviation industry, with a focus on the APAC region
Proven track record of successfully executing sales campaigns and closing deals
Proven experience developing deep and trusted relationships with customers and industry stakeholders
Established network of relevant contacts across the APAC aviation landscape
Aviation industry background (Airlines, Airports, ANSPs, or Aviation Technology)
Ability to travel within the region up to 50% of the time
Deep knowledge of flight tracking technologies, aviation surveillance systems, and ADS-B applications
Familiarity with the regulatory and procurement landscape across multiple APAC aviation markets
Experience with data-driven business models and understanding of the commercial value of data services
Understanding of procurement processes within the aviation market
Proficiency in Salesforce CRM or equivalent tools
Fluency in one or more regional languages (e.g., Mandarin, Japanese, Bahasa) is advantageous.