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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.
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.
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
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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.
Head of Commercial Aviation | Eutelsat | Hunt UK Visa Sponsors