Job Description:

The opportunity

We are seeking a driven Key Account Manager to join Airbus Defense and Space in Indonesia. This role will be two fold with similar responsibilities and common customer organizations (mainly MoD) : The job holder will actively develop and execute the sales strategy and cultivate new business by promoting PSS (Public Safety and Security) products and solutions (Tetra, Broadband, Hybrid, Applications, etc.). In addition, as a secondary role (expected 50% of time), the person will support the sales of services for Airbus Defense and Space, Air Power Services.

For Public Safety and Security,

The target segments include:

• Government first responders and police agencies

• Defence organizations

• Mining, Oil & Gas, Transportation, and Industrial sectors in Indonesia.

The Key Account Manager will be responsible for developing business deals directly with customers in the mentioned market segments and through Channel Partners (VAR and other local partners) or Mobile Network Operators (MNOs).

Specifically, you will: 

• Achieve Order Intake targets as defined by the company.

• Drive sales growth and opportunity pipeline for PSS Mission and Business Critical products and solutions in the assigned territory.

• Build and nurture trusted relationships with key influencers within assigned accounts.

• Develop and support business strategies for opportunities with selected accounts, in full cooperation with Airbus Defence and Space Indonesia and Airbus Indonesia.

• Analyze and understand customer and MNO needs for both business-critical (enterprise) and mission-critical (public safety, defense) segments to build a sustainable sales funnel.

• Maintain a deep understanding of the PSS portfolio and capabilities to ensure optimal market positioning. Lead strategic initiatives with 3rd parties and Systems Integrators to enhance business solutions and address market gaps.

• Develop and manage channel partners effectively.

• Proactively engage necessary PSS internal teams to support new business development and build extensive, long-lasting business relationships with customer accounts.

• Develop market capture plans in line with PSS methodology and processes.

• Provide consistent, regular market and customer input to internal PSS stakeholders (PBM, Finance, Bid, TSS, Operations) to inform and adapt company development plans.

• Utilize PSS digital tools, including the CRM system, to accurately track opportunity status, prepare progress reports, and deliver sales forecasts for key PSS stakeholders.

• Track market trends in mission-critical communications (LTE/5G MCX, PMR/LMR, Applications, etc.) and translate these insights into concrete business opportunities.

• Actively engage with Airbus digital marketing team(s) to support opportunity creation and campaign development.

For Airpower services,

You will :

• Commercially execute the plan for developing the long-term relationships with the customer in Indonesia.  You will act as the closest point of contact to ensure our solutions remain aligned with their mission-critical needs.

• To timely detect trends in customer operations and provide inputs for improving quality of the services and their adaptation to the customers´ needs. Maintain an active, daily pulse on Indonesian operator needs. You will proactively identify emerging requirements for spare parts, maintenance, and upgrades, ensuring the company stays ahead of the procurement cycle.  

• Provide support to the Services Sales back in Singapore and Getafe in designing and driving the process through which the division acquires new services businesses in the region. Lead the coordination of certain level meetings and secure necessary local permits.

• To deliver the Indonesian Services order intake included in the Operative Plan (OP). 

• To manage customer relationships with the aim to increase his satisfaction during and after the services contracts, and to identify and capture new Services business opportunities. 

• To be the voice of the customer inside the company. 

• To collect information related to commercial intelligence. 

•  To follow up Program and Campaigns reviews to identify and escalate issues related with the performance. 

About you

The successful candidate will embody the Airbus Values, demonstrating passion, determination, and the ability to meet tight deadlines within a continuous improvement environment.

The skills and experience suited to this role include:

• Experience: Proven experience in Account Management and Sales, specifically with Public Safety, defence and Mobile Network Operators in the APAC region. Presales and/or technical sales experience is a distinct advantage.

• Market Knowledge: Deep understanding of the Indonesian defense and security landscape, including procurement, budget processes, and decision-making channels within the Ministry of Defense (MoD) and police organizations.

• Domain Expertise:

  • Comprehensive understanding of Mission and Business Critical solutions and markets, coupled with familiarity with user operations in these critical environments.

  • Understanding of military aircraft services and life cycle management of spare parts

• Sales Acumen: Proven track record in sales and managing complex, long-cycle accounts with multiple stakeholders.

• Business Models: Familiarity with various business models, including OpEx/CapEx, SaaS, and On-Premise solutions.

• Technical Skills: Possess foundational technical skills in digital radio functionality (e.g., Tetra/P25 or 4G/5G), software business models, communication networks, and IT systems.

• Soft Skills: Exceptional listening, communication, and interpersonal skills, with a proven aptitude for building relationships across all organizational levels. Negotiation skills for deal closing.

• Leadership: Demonstrated track record of successful leadership and change management project delivery.

• Drive: High motivation for new business development and a proactive approach to sales.

This job requires an awareness of any potential compliance risks and a commitment to act with integrity, as the foundation for the Company’s success, reputation and sustainable growth.

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