Head of Commercial Aviation

Job description

Connect with Eutelsat Be part of a new era in communications, transforming connectivity with Eutelsat – the world’s first GEO-LEO integrated global satellite operator. As a leader in satellite communications, we provide global connectivity solutions - connecting businesses, communities, and governments around the world. We can connect you at on land, at sea and in the air. We also deliver broadcast television channels and packages, transmitting vital news reports around the world. With Eutelsat You’ll Get To: Pioneer the future of Space Technology Bring connectivity to remote frontiers Collaborate with customer-centric experts Embrace cultural diversity in our global team In a dynamic industry where passion drives our teams to make a difference to become the most trusted partner for global satellite connectivity, you will elevate your skills in a stretching, rewarding, and meaningful environment. At Eutelsat, we’re united by inclusion and diversity, striving for gender balance and social responsibility, on Earth and in Space. Why Eutelsat? Commitment to Diversity & Inclusion: With colleagues from over 75 countries, we embrace our global DNA and are committed to creating an inclusive workplace. Ways of Working That Drive Us : As "One Team," we work collaboratively towards shared goals, with customer-centricity, respect, and inclusivity as our guiding principles. Sustainability at Our Core: At Eutelsat, sustainability is more than just a word; it’s woven into our strategy. We’re dedicated to balancing social, environmental, and economic growth — both on Earth and in space. Work-Life Balance: We offer flexible schedules and hybrid/remote work options to help you balance your personal and professional life. At Eutelsat, we are committed to supporting your well-being and ensuring you have the flexibility you need to succeed both at work and at home. Ready to grow with us? Apply today and help us build a more inclusive, sustainable future in the world of satellite technology. Who you are You’re an agile aviation commercial leader who loves rolling up your sleeves and leading from the front. You are customer-obsessed, commercially sharp, and comfortable navigating complex stakeholder environments (airlines, IFC partners, OEMs, and internal product/network teams). You bring structure to ambiguity, build high-performing teams, and you know how to run capture campaigns that win. You want to make a real difference by scaling a new generation of LEO connectivity into commercial aviation. Role purpose Own the Commercial Airline go-to-market capture strategy and senior engagement with airlines , while managing performance and alignment with IFC/IFEC distribution partners . Lead and develop the current Aviation BD and Account Management team , and build the future organization by hiring and scaling coverage in line with pipeline growth and regional priorities. You will also craft and negotiate complex commercial offers both direct to airlines (including unsolicited proposals) and jointly with IFC partners including bespoke structures, multi-party agreements, and new business models (e.g., revenue share, minimum guarantees, risk-share, bundling, and outcome-based SLAs). What you’ll do Airline engagement & capture leadership Build and execute airline account plans across priority carriers, targeting C-suite, procurement, digital, IT, cabin, connectivity and passenger experience stakeholders. Lead capture campaigns end-to-end: opportunity qualification, win strategy, partner alignment, value proposition, pricing/terms positioning (with internal teams), and competitive battlecards. Influence airline RFI/RFP requirements early (technical + commercial), shaping “must-have” criteria toward OneWeb strengths (coverage, latency, resilience, roadmap, service models). Orchestrate internal resources (product, engineering, network, legal, finance, operations) to deliver compelling airline proposals and negotiated outcomes. Own executive narratives and governance: roadmap alignment, service commitments, program steering, and escalation management through selection and activation. IFC partner management & ecosystem growth Manage and grow strategic relationships with IFC/IFEC distribution partners and integrators; agree joint plans, campaign priorities, and account coverage models. Drive partner accountability: pipeline hygiene, stage definitions, forecast discipline, win/loss reviews, and partner-led execution quality. Ensure partners are enabled with the right commercial collateral, technical positioning, training, and joint marketing/demo activity. Establish/operate governance rhythms: QBRs, pipeline councils, bid/no-bid, deal reviews, and executive steering when needed. Identify and close gaps across the partner ecosystem (coverage, UT availability, certification plans, integration complexity, service definition). Commercial strategy, offers & market intelligence Translate airline and partner feedback into requirements for UT roadmap, service/SLA, pricing models, packaging and contracting approaches (with product/strategy and commercial team). Maintain competitive intelligence on other LEO system and other GEO/LEO/HTS competitors; apply this to win strategies and positioning. Own forecast quality: pipeline creation targets, weighted forecast, and scenario planning; contribute to annual operating plans and revenue outlook. Represent Eutelsat OneWeb at key aviation events and forums (e.g., APEX, Aircraft Interiors Expo, Aviation Week) and in selected media engagements Complex offer design & deal structuring Design and deliver bespoke airline proposals (including unsolicited “value-led” offers) to create demand, open doors, and accelerate procurement cycles. Build multi-party commercial structures with IFC partners and ecosystem players (airline + IFC integrator + Eutelsat + OEM/terminal/service providers as required). Develop creative business models to unlock wins: revenue share, minimum guarantees, risk/reward share, bundles (capacity + services + UT), phased deployments, and performance-based SLAs/credits. Lead commercial deal-shaping with internal stakeholders (finance, legal, product, operations): pricing architecture, contract terms, liabilities, termination clauses, implementation milestones, and margin/risk guardrails. Own the commercial narrative and approvals: create the business case, secure internal governance sign-off, and negotiate to close. Team leadership, hiring & org build-out Directly manage the current Aviation commercial team (Airlines account executive - AAE and Account Managers - AM): set priorities, coach performance, and ensure disciplined execution across accounts, partners, and bids. Define and implement the operating model (coverage, roles & responsibilities, partner/airline ownership, governance cadences, KPI dashboards). Build a high-performing team culture: capture excellence, customer-first execution, strong cross-functional collaboration, and consistent pipeline rigor. Own headcount planning and hiring: assess capability gaps, create role profiles, recruit, onboard and ramp new hires (e.g., capture leads, regional airline account leads, partner managers, bid support) as the business scales. Establish talent development plans and succession: training in capture methodology, negotiation, IFC market/technical acumen, and executive engagement. What it takes Proven ability to build credibility with airline decision-makers and lead multi-stakeholder commercial negotiations. Strong capture discipline: qualification, win strategy, competitive positioning, and structured deal governance. Ability to operate through indirect GTM: influencing outcomes via partners while driving urgency and accountability. Comfort with complex technical propositions (IFC architectures, SATCOM basics, certification constraints) without needing to be the engineer. People leadership experience: managing BD/AM teams with measurable outcomes (pipeline creation, win-rate, partner performance, retention/upsell). Experience building teams: hiring, onboarding, defining territories/coverage, and implementing repeatable commercial processes. Exceptional verbal and written communication, strong synthesis skills, and executive presence. What we’d love 7–12+ years in commercial aviation, SATCOM, IFC/IFEC, aerospace connectivity, or adjacent complex B2B infrastructure. Demonstrated success in airline capture/RFP wins and/or partner-led GTM models. Experience with airline procurement processes, OEM/MRO interfaces, and cabin connectivity stakeholder maps. Track record of operating globally across regions and cultures with regular travel. Agile approach to thinking and solution finding. What success looks like (6–12 months) A qualified, stage-managed pipeline of airline opportunities with clear capture plans and executive sponsorship. Higher win-rate and earlier influence in airline procurement cycles (requirements shaped before RFP). Strong partner cadence and measurable partner performance improvements (pipeline accuracy, conversion, joint campaigns). Clear voice-of-customer inputs reflected in product/service roadmap and commercial offers. A clear aviation commercial org design implemented (roles/coverage/governance), with key hires onboarded and ramping. Where you'll be UK, US or Europe Eutelsat treats the protection of personal data submitted to it seriously. By submitting this application, you agree to the collection and retention of your personal data by Eutelsat and acknowledge notice of, and understand the terms of Eutelsat’s Privacy Policy (as amended from time to time). This role is a Eutelsat job opening; all of our open roles are posted on the current OneWeb and Eutelsat websites. Please note that when you are applying, your application may be seen by both teams.