Join Airbus as a Key Account Manager in Mexico City for a permanent, full-time professional role. You will develop Airbus's presence in new markets like Defense and MNOs, driving strategic planning, product introductions, and closing special projects.
Requirements
Bachelor's Degree in Arts/Science or Engineering (MBA is a plus)
5-10 years of cumulative commercial, marketing, or business experience
5+ years of essential experience in consultative sales to large organizations
Advanced Spanish communication skills; English is desirable
Technical knowledge in mission-critical communications, SaaS, Cloud, and mobile telecommunications
Skills & Responsibilities
Consultative sales: Drive direct and indirect sales of mobile services, SaaS, and high-value applications to large public and private organizations.
Strategic planning: Perform business line planning and establish market strategies and promotional plans for new products in the Mexican market.
Opportunity management: Identify, mature, and follow up on business opportunities from initial prospecting through to project closure.
Technical expertise: Leverage deep understanding of mission-critical communications, cloud environments, AI, and IoT solutions to justify proposed customer solutions.
Potential transition routes: People from business development or technical account management roles may bring strong commercial acumen and client relationship skills, alongside meeting the required consultative sales experience.
Job description
Job Description:
Esta posición requiere disponibilidad para viajar y trabajar de manera presencial oficina & visitas a clientes**
NOMBRE DEL PUESTO VACANTE: Key Account Manager
PROPÓSITO DEL PUESTO:
Desarrollar la presencia de Airbus hacia nuevos mercados por ejemplo: Defensa, TUI [Transporte, Utilidades e Infraestructura], MNO [Operadores de Redes Móviles], mercado privado, etc.). la línea de negocio, portafolio y administración, con las adecuadas estrategias de generación de demanda para la línea del producto y campañas de posicionamiento a través de eventos públicos y/o privados, con el fin de identificar oportunidades para convertirlas en proyectos especiales y contribuir con ello al objetivo comercial.
PRINCIPALES FUNCIONES:
Realizar la planeación estratégica de la línea del negocio y darle seguimiento a las actividades planificadas.
Desarrollar la Línea del Producto: Impulsar la introducción de productos listos para el mercado mexicano
Establecer estrategias de Mercado, así como el plan de promoción y posicionamiento
Identificar oportunidades, madurarlas hasta convertirlas en proyectos especiales y darles seguimiento hasta el cierre.
CONOCIMIENTOS:
Ventas consultivas de servicios móviles con alto valor agregado de consultoría, aplicaciones, integración, servicios.
Comprensión técnica y conocimiento en el campo de las comunicaciones de Misión Crítica / Negocio Crítico y sus evoluciones asociadas previstas (negocios impulsados por banda ancha, entornos en la nube / TI, Inteligencia Artificial, soluciones IoT, adquisición de datos y análisis de datos).
Dominio de modelos de negocio de servicios, SaaS, IaaS, Cloud, Seguridad,
Conocimiento de verticales de mercado de Minas, Energía, Utilities, Puertos y Aeropuertos, Seguridad Privada
Modelos financieros conducentes en justificar la solución propuesta
Conocimientos generales de telecomunicaciones móviles, aplicaciones móviles sistemas cloud y seguridad
Venta de “Software as a Service”
ESCOLARIDAD:
Licenciatura o Ingeniería. Deseable especialización, diplomados, certificaciones en ventas consultivas. MBA es un plus
HABILIDADES:
Ventas consultivas.
Venta directa y a través de integradores.
Sólidas habilidades de comunicación oral y escrita a clientes y prospectos.
Habilidades de escucha y síntesis.
Pensamiento sistémico. Capaz de valorar situaciones desde diferentes perspectivas: Cliente (decisor, administrador técnico, usuario) y la compañía (ventas, producto, ingeniería).
Habilidad avanzada de comunicación en idiomas Español y deseable Inglés
Gusto por las nuevas tecnologías y ambientes de trabajo dinámicos
EXPERIENCIA:
5-10 años de experiencia acumulada en funciones comerciales, mercadotecnia, negocios.
5+ años de experiencia indispensable en funciones ventas consultivas a grandes organizaciones públicas y o privadas.
Experiencia probada en una o más de las industrias especificadas.
Trayectoria probada de éxitos comerciales.
Altamente valorada la experiencia en operadores móviles (físicos y virtuales)
Experiencia de preventa de SaaS y aplicaciones móviles
En AIRBUS promovemos la igualdad laboral y la no discriminación. Todas nuestras vacantes están abiertas a personas sin distinción de origen étnico o nacional, género, edad, discapacidad, condición social, condiciones de salud, religión, opiniones, preferencias sexuales, estado civil o cualquier otra condición protegida por la ley. En nuestros procesos de reclutamiento y selección no solicitamos pruebas de embarazo ni de VIH.
JOB TITLE: Key Account Manager
JOB PURPOSE: Develop Airbus's presence in new markets (for example: Defense, TUI [Transport, Utilities, and Infrastructure], MNO [Mobile Network Operators], private market, etc.), including business line, portfolio, and management, using appropriate demand-generation strategies for the product line and positioning campaigns through public and/or private events, in order to identify opportunities, turn them into special projects, and thereby contribute to the commercial target.
MAIN DUTIES & RESPONSIBILITIES:
Perform strategic planning for the business line and follow up on planned activities.
Develop the Product Line: Drive the introduction of ready-to-market products for the Mexican market.
Establish Market Strategies, as well as the promotional and positioning plan.
Identify opportunities, mature them into special projects, and follow up through to closure.
KNOWLEDGE:
Consultative selling of mobile services with high added value in consulting, applications, integration, and services.
Technical understanding and knowledge in the field of Mission-Critical / Business-Critical communications and their planned associated evolutions (broadband-driven business, cloud / IT environments, Artificial Intelligence, IoT solutions, data acquisition, and data analytics).
Mastery of service business models, SaaS, IaaS, Cloud, and Security.
Knowledge of market verticals: Mining, Energy, Utilities, Ports and Airports, and Private Security.
Financial models conducive to justifying the proposed solution.
General knowledge of mobile telecommunications, mobile applications, cloud systems, and security.
Selling "Software as a Service" (SaaS).
EDUCATION:
Bachelor’s Degree in Arts/Science or Engineering. Specialized courses, diplomas, or certifications in consultative sales are desirable. An MBA is a plus.
SKILLS:
Consultative sales.
Direct sales and sales through system integrators.
Strong oral and written communication skills with clients and prospects.
Active listening and synthesis skills.
Systems thinking: Ability to evaluate situations from different perspectives: Client (decision-maker, technical manager, end user) and Company (sales, product, engineering).
Advanced communication skills in Spanish; English is desirable.
Passion for new technologies and dynamic work environments.
EXPERIENCE:
5-10 years of cumulative experience in commercial, marketing, or business functions.
5+ years of essential experience in consultative sales to large public and/or private organizations.
Proven experience in one or more of the specified industries.
Proven track record of commercial success.
Experience with mobile operators (MNOs and MVNOs) is highly valued.
Pre-sales experience with SaaS and mobile applications.
At AIRBUS, we promote equal employment opportunity and non-discrimination. All our job openings are available to individuals regardless of ethnic or national origin, gender, age, disability, social status, health conditions, religion, opinions, sexual orientation, marital status, or any other condition protected by law. As part of our recruitment and selection processes, we do not request pregnancy or HIV tests.
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.
By submitting your CV or application you are consenting to Airbus using and storing information about you for monitoring purposes relating to your application or future employment. This information will only be used by Airbus. Airbus is committed to achieving workforce diversity and creating an inclusive working environment. We welcome all applications irrespective of social and cultural background, age, gender, disability, sexual orientation or religious belief.
Airbus is, and always has been, committed to equal opportunities for all. As such, we will never ask for any type of monetary exchange in the frame of a recruitment process. Any impersonation of Airbus to do so should be reported to emsom@airbus.com .
At Airbus, we support you to work, connect and collaborate more easily and flexibly. Wherever possible, we foster flexible working arrangements to stimulate innovative thinking.
