Iridium Satellite

  • Director, Account Management & Business Development

    Job Locations US-VA-McLean
    Job ID 2018-1328
    Category
    Sales
    Worker Category
    Regular Full-Time[F]
  • Company Overview

    Iridium is the only truly global voice and data satellite communications network that connects people, organizations, assets, government and relief agencies with “on-the-move” availability.  Together with its ecosystem of partners, Iridium delivers essential, reliable communications with an easy-to-integrate platform and service for improved efficiency.  With more than 20 years of experience, Iridium will soon be launching the next-generation of connectivity, Iridium CertusSM- the most versatile global broadband service with improved speeds to satisfy the critical need to send and receive communications when traveling by land, sea or air.  For more information about Iridium products, services and partner solutions, visit www.iridium.com.

    Position Summary, Job Requirements & Responsibilities

    The Director, Account Management & Business Development (Americas) is a senior member of the sales team and will be responsible for the execution of Iridium’s strategy as it relates to the land and maritime industries. In this role, you will work with members of the Sales and Marketing, Finance, and Operations teams to implement the business strategy. You will be responsible for managing existing accounts, identifying new partners to help us increase market share in the region, and fill gaps we may have in our existing distribution network. You will also perform in a business development function in key verticals, looking to uncover demand for our products and services and identify the appropriate Iridium partner to fulfill the requirement. Key verticals will be jointly identified with the successful candidate, but Oil & Gas will be one of them.

     

    Job Duties and Responsibilities:

    • Develop a sales and marketing plan to grow Iridium’s business in North America, including identifying potential customers in key vertical markets to be targeted with Iridium products and services
    • Pre-select distributors and provide recommendations
    • Support existing accounts and grow their business by carrying out regular strategy planning meetings, delivering training of new products and services, and ensuring accounts have access to the necessary Iridium support tools to effectively sell our products and services
    • Work closely with channel partners to create, implement, and monitor marketing plans and ensure that their business operations support requirements are satisfied
    • Provide weekly activity reports summarizing significant activities
    • Sell indirect via channels, but drive revenue by pre-selling direct to end users
    • Carry out demonstrations, training, seminars and road shows to promote Iridium product lines
    • Identify upcoming projects, and influence RFP specifications in Iridium's favor
    • Serve as primary interface between partner and Iridium departments to resolve sales, financial and operational issues.
    • Perform analytical analysis and due diligence of new and existing distribution partners
    • Draw on extensive knowledge of the mobile satellite environment to weigh the advantages of direct acquisition of a regional distributor against the potentially serious negative impact of alienating one or more of Iridium’s largest customers who have traditionally had relationships with such distributors
    • Integrate distribution partner into Iridium’s business model by gathering all required documentation, establishing customer in Iridium billing, financial, and customer care systems
    • Apply extensive industry and corporate knowledge to sort through the complex set of variables associated with determining applications which are most likely to be successfully addressed by Iridium service
    • Facilitate negotiations with customers and Iridium management in the formulation of special product and price offers to promote sales
    • Identify and recommend changes to established Iridium plans and policies as necessary to deliver the ability to be successful selling Iridium in the market
    • Represent Iridium at marketing and other industry events, and make public presentations when needed.

    Experience & Education Requirements / EEO

    • BS/BA Degree, MBA preferred
    • Minimum 10 years’ experience in sales and business development with telecom or other high-tech products. Satellite communications experience a plus.
    • Strong communicator (oral, verbal, and written) with ability to persuade individuals and groups
    • Excellent presentation skills
    • Demonstrated ability to proactively build and manage relationships through effective interpersonal and relationship skills
    • Strong team player
    • Solid organization and time management skills
    • Strong computer skills and proficiency with MS Excel, PowerPoint and Word
    • Proficiency in English is required. Proficiently in Spanish or Portuguese highly desirable.
    • International Travel experience is preferred

    Iridium is an Equal Opportunity/Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, sexual orientation, gender identity or status as a protected veteran. EOE of Minorities/Females/Vets/Disability and other protected categories.

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