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Closed listing

Marconi

Senior Sales Manager / Directeur des ventes

Montreal, QC, Canada

Full-time

This opening has closed.

The original listing is kept below for reference.

Find open jobs More jobs with this employer

About employer

Job details

Job type: Full-time
Closing date: Oct 28, 2026
Experience: 7-10+ years of sales, business development, or account management experience, preferably within the defense, aerospace, security, telecommunications, or technology sectors.
Posting language: English · French
Posted: Sep 28, 2026

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Original job description

Archived listing. The details below describe a past opening.

English section of this bilingual listing.

About the role:

Reporting to the Chief Operating Officer and Canadian Market President (COO), the Senior Sales Manager/ Director is responsible for driving business growth and sales activities for Marconi Technologies' portfolio of tactical communications solutions, including tactical radios, Troposcatter, satellite communications, and related capabilities across the Canadian market. Former military experience is highly desired.

This role focuses on strategic and technical sales execution, customer relationship management, opportunity capture, and revenue growth. Acting as a trusted advisor to customers and internal stakeholders, the Senior Sales Manager / Director will identify, develop, and close opportunities within Canada and with the Canadian Armed Forces, the Department of National Defence (DND), other government agencies, other prime contractors, and other industry partners.

Responsibilities:

Sales & Opportunity Management

Lead the full sales cycle for opportunities across the Canadian defense and security market, from opportunity identification through contract award.
Develop and execute account and opportunity strategies that align with organizational growth objectives.
Build and maintain a qualified sales pipeline while ensuring accurate forecasting and CRM management.
Identify and qualify new business opportunities within DND, CAF, public safety organizations, and defense industry partners.
Support bid and capture efforts, including pricing strategy, competitive positioning, and win themes.
Meet or exceed assigned revenue, pipeline, and growth targets.

Customer Engagement & Relationship Management

Establish and maintain strong relationships with key decision-makers, end users, government stakeholders, and industry partners.
Serve as a trusted advisor by understanding customer operational challenges and aligning solutions to mission requirements.
Represent Marconi Technologies at defense exhibitions, industry events, conferences, and customer meetings across Canada.
Develop and maintain relationships with prime contractors, system integrators, and strategic partners.

Market Development & Strategic Growth

Monitor market trends, procurement activities, and emerging customer requirements.
Gather competitive intelligence and provide strategic recommendations to support business planning and growth initiatives.
Identify and evaluate partnership opportunities that enhance market access and business development efforts.
Contribute to the development and execution of Canadian market growth strategies.

Cross-Functional Leadership

Collaborate closely with Business Development, Product Management, Engineering, Programs, and Contracts teams to ensure successful pursuit and delivery of opportunities.
Provide customer and market insights to support product strategy and roadmap development.
Support bid/no-bid decisions and business case development for strategic pursuits.
Ensure smooth coordination between sales, capture, proposal, and delivery teams throughout the opportunity lifecycle.

Qualifications:

Bachelor's degree in Business, Marketing, Engineering, Communications, or a related field.
7-10+ years of sales, business development, or account management experience, preferably within the defense, aerospace, security, telecommunications, or technology sectors.
Demonstrated success managing complex sales cycles and securing high-value contracts.
Experience engaging with government organizations, military customers, and defense industry stakeholders.
Ability to travel across Canada and internationally as required.
Eligible to obtain and maintain a Canadian Government security clearance.

Why work at Marconi?

Competitive compensation including a discretionary performance bonus.
Flexible work schedule and hybrid work model (remote and on-site).
Learning and professional development opportunities.
Employer-paid group insurance including short- and long-term disability, medical, dental, vision, life insurance, telemedicine, employee assistance, and wellness programs.
Retirement savings program with employer contribution.
Inclusive, collaborative, and supportive work environment designed to help employees reach their full potential.

______________________________________________________________

Read the full bilingual original

About the role:

Responsibilities:

Sales & Opportunity Management

Lead the full sales cycle for opportunities across the Canadian defense and security market, from opportunity identification through contract award.
Develop and execute account and opportunity strategies that align with organizational growth objectives.
Build and maintain a qualified sales pipeline while ensuring accurate forecasting and CRM management.
Identify and qualify new business opportunities within DND, CAF, public safety organizations, and defense industry partners.
Lead customer engagements, solution presentations, demonstrations, and proposal support activities.
Support bid and capture efforts, including pricing strategy, competitive positioning, and win themes.
Meet or exceed assigned revenue, pipeline, and growth targets.

Customer Engagement & Relationship Management

Establish and maintain strong relationships with key decision-makers, end users, government stakeholders, and industry partners.
Serve as a trusted advisor by understanding customer operational challenges and aligning solutions to mission requirements.
Represent Marconi Technologies at defense exhibitions, industry events, conferences, and customer meetings across Canada.
Develop and maintain relationships with prime contractors, system integrators, and strategic partners.

Market Development & Strategic Growth

Monitor market trends, procurement activities, and emerging customer requirements.
Gather competitive intelligence and provide strategic recommendations to support business planning and growth initiatives.
Identify and evaluate partnership opportunities that enhance market access and business development efforts.
Contribute to the development and execution of Canadian market growth strategies.

Cross-Functional Leadership

Collaborate closely with Business Development, Product Management, Engineering, Programs, and Contracts teams to ensure successful pursuit and delivery of opportunities.
Provide customer and market insights to support product strategy and roadmap development.
Support bid/no-bid decisions and business case development for strategic pursuits.
Ensure smooth coordination between sales, capture, proposal, and delivery teams throughout the opportunity lifecycle.

Qualifications:

Bachelor's degree in Business, Marketing, Engineering, Communications, or a related field.
7-10+ years of sales, business development, or account management experience, preferably within the defense, aerospace, security, telecommunications, or technology sectors.
Demonstrated success managing complex sales cycles and securing high-value contracts.
Experience engaging with government organizations, military customers, and defense industry stakeholders.
Ability to travel across Canada and internationally as required.
Eligible to obtain and maintain a Canadian Government security clearance.

Why work at Marconi?

Competitive compensation including a discretionary performance bonus.
Flexible work schedule and hybrid work model (remote and on-site).
Learning and professional development opportunities.
Employer-paid group insurance including short- and long-term disability, medical, dental, vision, life insurance, telemedicine, employee assistance, and wellness programs.
Retirement savings program with employer contribution.
Inclusive, collaborative, and supportive work environment designed to help employees reach their full potential.

______________________________________________________________

À propos du poste :

Relevant de la cheffe de l'exploitation et présidente du marché canadien (COO), le gestionnaire principal / directeur des ventes est responsable de générer la croissance des affaires et les activités de vente pour le portefeuille de solutions de communications tactiques de Marconi Technologies, incluant les radios tactiques, les systèmes de Troposcatter, les communications par satellite et les capacités connexes sur le marché canadien. Une expérience militaire antérieure est fortement souhaitée.

Ce rôle est axé sur l'exécution stratégique et technique des ventes, la gestion des relations avec la clientèle, la capture d'opportunités et la croissance des revenus. En agissant comme conseiller de confiance auprès des clients et des intervenants internes, le gestionnaire principal / directeur des ventes identifiera, développera et conclura des opportunités au Canada et auprès des Forces armées canadiennes, du ministère de la Défense nationale (MDN), d'autres organismes gouvernementaux, d'autres entrepreneurs principaux et d'autres partenaires de l'industrie.

Responsabilités :

Ventes et gestion des opportunités

Diriger l'ensemble du cycle de vente pour les opportunités sur le marché canadien de la défense et de la sécurité, de l'identification de l'opportunité jusqu'à l'attribution du contrat.
Élaborer et exécuter des stratégies de comptes et d'opportunités alignées sur les objectifs de croissance organisationnelle.
Constituer et maintenir un pipeline de ventes qualifié tout en assurant une prévision précise et une gestion rigoureuse du CRM.
Identifier et qualifier de nouvelles occasions d'affaires au sein du MDN, des FAC, des organismes de sécurité publique et des partenaires de l'industrie de la défense.
Diriger les échanges avec les clients, les présentations de solutions, les démonstrations et les activités de soutien aux propositions.
Soutenir les efforts de soumission et de capture, y compris la stratégie de tarification, le positionnement concurrentiel et les thèmes gagnants.
Atteindre ou dépasser les objectifs assignés en matière de revenus, de pipeline et de croissance.

Engagement client et gestion des relations

Établir et maintenir de solides relations avec les décideurs clés, les utilisateurs finaux, les intervenants gouvernementaux et les partenaires de l'industrie.
Agir en tant que conseiller de confiance en comprenant les défis opérationnels des clients et en alignant les solutions sur les exigences de mission.
Représenter Marconi Technologies lors de salons de la défense, d'événements de l'industrie, de conférences et de réunions avec des clients partout au Canada.
Développer et maintenir des relations avec les entrepreneurs principaux, les intégrateurs de systèmes et les partenaires stratégiques.

Développement de marché et croissance stratégique

Surveiller les tendances du marché, les activités d'approvisionnement et les exigences émergentes des clients.
Recueillir des renseignements concurrentiels et fournir des recommandations stratégiques pour appuyer la planification des affaires et les initiatives de croissance.
Identifier et évaluer les occasions de partenariat qui renforcent l'accès au marché et les efforts de développement des affaires.
Contribuer à l'élaboration et à l'exécution des stratégies de croissance du marché canadien.

Leadership transversal

Collaborer étroitement avec les équipes de développement des affaires, de gestion des produits, d'ingénierie, de programmes et de contrats afin d'assurer la réussite de la poursuite et de la livraison des opportunités.
Fournir des renseignements sur les clients et le marché pour appuyer la stratégie de produits et le développement de la feuille de route.
Soutenir les décisions de soumission/non-soumission et l'élaboration de dossiers d'affaires pour les poursuites stratégiques.
Assurer une coordination harmonieuse entre les équipes de vente, de capture, de proposition et de livraison tout au long du cycle de vie de l'opportunité.

Qualifications :

Baccalauréat en administration des affaires, en marketing, en génie, en communications ou dans un domaine connexe.
7 à 10 ans ou plus d'expérience en vente, en développement des affaires ou en gestion de comptes, de préférence dans les secteurs de la défense, de l'aérospatiale, de la sécurité, des télécommunications ou de la technologie.
Succès démontré dans la gestion de cycles de vente complexes et l'obtention de contrats de grande valeur.
Expérience de collaboration avec des organismes gouvernementaux, des clients militaires et des intervenants de l'industrie de la défense.
Capacité à voyager à travers le Canada et à l'international, selon les besoins.
Admissible à obtenir et à maintenir une habilitation de sécurité du gouvernement canadien.

Pourquoi travailler chez Marconi?

Rémunération concurrentielle incluant un programme de bonification discrétionnaire basé sur la performance.
Horaire de travail flexible et modèle de travail hybride (télétravail et présentiel).
Opportunités d'apprentissage et de développement professionnel.
Régime complet d'avantages sociaux payé par l'employeur comprenant l'assurance invalidité de courte et de longue durée, les soins médicaux, dentaires et de la vue, l'assurance vie, la télémédecine, le programme d'aide aux employés ainsi que des programmes de mieux-être.
Régime d'épargne-retraite avec contribution de l'employeur.
Environnement de travail inclusif, collaboratif et stimulant favorisant le développement du plein potentiel de chaque employé.

About employer

More about this job

Responsibilities

Lead the full sales and opportunity lifecycle for tactical communications solutions in the Canadian defense and security market, from identifying opportunities through contract award, while meeting revenue and growth targets. Build customer and industry relationships, develop market strategies, support capture and proposal efforts, and coordinate with internal teams to pursue and deliver opportunities.

Requirements

Requires a bachelor's degree in business, marketing, engineering, communications, or a related field, along with 7–10 or more years of sales, business development, or account management experience; defense, aerospace, security, telecommunications, or technology experience is preferred. Candidates should have a record of managing complex sales and securing high-value contracts, experience with government and military stakeholders, willingness to travel, and eligibility to obtain and maintain Canadian government security clearance.

Skills

Strategic Sales
Business Development
Account Management
Opportunity Management
Sales Pipeline Management
Revenue Forecasting
Government and Military Sales
Defense Industry Sales
Capture Management
Proposal Support
Pricing Strategy
Competitive Positioning
Market Intelligence
Partnership Development
Cross-Functional Leadership

Benefits

Performance Bonus
Flexible Work Schedule
Hybrid Work Model
Learning and Professional Development
Short- and Long-Term Disability Insurance
Medical Insurance
Dental Insurance
Vision Insurance
Life Insurance
Telemedicine
Employee Assistance Program
Wellness Programs

Visa sponsorship

Not detected in the job text

Keywords

Tactical Communications
Tactical Radios
Troposcatter
Satellite Communications
Canadian Defense Market
Canadian Armed Forces
Department of National Defence
Government Procurement
Public Safety
Full Sales Cycle
Opportunity Capture
Sales Pipeline
CRM Management
Revenue Forecasting
Account Strategy
Customer Engagement
Solution Demonstrations
Proposal Development
Bid Management
Capture Management
Pricing Strategy
Competitive Intelligence
Market Development
Prime Contractors
Systems Integrators
Product Roadmap
Bid/No-Bid Decisions
Canadian Government Security Clearance
Defense and Space Manufacturing
Telecommunications

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