Commercial Business Development Director, Maritime Security and SITE - Unique Human Capital

Ready to embark on an exciting journey and make an impact?
As Commercial Business Development Director, Maritime Security and SITE at Systematic you will be responsible for both the Maritime Security and the SITE products.

• Maritime Security is an emerging product in Systematic, which protects critical infrastructures above and below sea. The product is based on the Systematic Defence Product SitaWare and is ready for sale. The focus is to create a go-to-market plan with a strategy that outlines introduction, promotion, and sale of the Maritime Security product and services to customers.
• The SITE product is used by the marine coordinators onshore and personnel offshore to manage: Offshore safety compliance, logistics planning, and situational awareness on offshore windfarms – both during construction and operations & maintenance of the windfarms.

The responsibilities include, based on an approved Go-to market plan, to position and sell the Maritime Security product to potential customers, which are authorities (nation states, EU, NATO, etc.) and private companies with critical maritime infrastructures, e.g., energy companies and consortia which owns offshore wind farms, supply cables, etc.

It is expected to broaden the SITE and Systematic “footprint” at existing customers by up selling new SITE modules and/or Maritime Security on top of the SITE product. Prepare and position the SITE product to potential new customers in time before tenders are published to influence the requirements.

With direct report to Group Senior Vice President, Business Development – Defence your main tasks are:
Execute operational, proactive Sales and Business Development according to approved Go-to-market plan:

• Influence and form the market and opportunities before the customers formulates tenders so they fit products and Systematic’ s approach
• Work with VP Sales, Product Manager and Domain Manager to perform regular market and competitor analysis to ensure updated knowledge on the market and the domains
• Close co-operation with Group Marketing in ensuring relevant marketing and promotion activities
• Dialogue with customers and partners on all levels up to CxO levels
• Lead the opportunities and bids and in a structured way, and involve relevant Systematic colleagues to promote sale and participate in writing tenders
• Update CRM and Order Intake and report KPIs for sales activities monthly

Act as a “driver” and owner of opportunities in the tender processes with particular focus on the commercial aspects – in close collaboration with Bid Manager, Project Manager, Product Manager, Domain Manager, Architects, Legal and Finance. Ensure pricing that secures the optimal commercial output for Systematic.

Participate in external events and forums to collect market relevant inputs, e.g., opportunities, needs, trends, legislation, competitors etc., and in quarterly Product Board Meetings.

Your qualifications are that you have extensive experience in selling complex products and services and that you can work independently and challenge potential customers internally in Systematic.

You have domain knowledge within Defense and security and/or the offshore wind industries, preferably also maritime coordination, and safety domains. In addition, you have experience from working with complex and large public and Government-Owned Enterprises. Overall knowledge of preparing and writing tenders is equally important.

Comprehensive knowledge in maritime security, including familiarity with international maritime laws and regulations, risk assessment, and threat mitigation strategies would be an advantage.

Insights into software solutions would be an advantage, though not essential. The most important factor is a solid understanding of selling complex solutions.

You have a relevant master’s degree or BA degree within Civil Maritime, Business Administration or similar.

You are a person with strong sales and commercial skills with lots of drive. You are a collaborative team-player with excellent communication skills both verbally and in writing and understanding. You have the ability to work structured and independently, innovative, high-energy level, persistent and focus on the long run.

Systematic offers you to become a part of a committed organisation within a demanding and exciting domain, within a growing market, numerous challenges, and ample opportunity for personal development and taking on more business development and sales responsibility.

Travelling: Between 20 and 40 days a year.

Domicile: Aarhus, Denmark (or Copenhagen)

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Systematic is a global leader in developing advanced software solutions, specializing in the defense, healthcare, and public safety sectors. Founded in 1985 and headquartered in Aarhus, Denmark, the company is committed to enhancing decision-making and operational efficiency through cutting-edge technology. The company has appr. 950 employees and a revenue of DKK 1.5 bn.

Read more at http://www.systematic.com

Adresse:
Aarhus, Denmark (or Copenhagen)