Iridium Satellite

Government Programs Director

Job Locations US-VA-McLean
Job ID 2023-3209
Category
Sales
Worker Category
Regular Full-Time[F]

Company Overview

Iridium is an award-winning and innovative satellite communications company with bragging rights to the only network that offers voice and data connectivity anywhere in the world. For over 20 years, Iridium’s unique network and services have supported critical communications needs for individuals, businesses, and the evolving Internet of Things.

 

At Iridium, we understand the importance of staying connected and the limitations of traditional communications networks. People across the globe, including first responders, humanitarians, global militaries, scientific researchers, and lone workers, as well as ships, aircraft and remote operations all rely on Iridium to stay connected. We take our responsibility for providing these essential communications very seriously and pride ourselves on offering a reliable lifeline when needed. Likewise, Iridium is committed to providing an exciting and innovative workplace, where employees are challenged to think outside the box and collaborate on new, bold ideas and solutions. Our talented teams are passionate about their work and the impact our company makes around the world. Iridium fosters an empowering and inclusive culture that allows employees to genuinely be their best selves. We are looking for others who want to join this truly unique company that celebrates our employees and provides the opportunity to truly make a difference in the world.

Position Summary, Job Requirements & Responsibilities

What We’re Looking For:

The Director of Government Managed Access (MA) Services will be responsible for establishing and sustaining the necessary framework to achieve subscriber growth and revenue targets under the MA Line of Business (LOB) for the US Government (USG) and specifically the Department of Defense (DoD).  The incumbent will manage new sales and business development including account prospecting, qualification and lead follow-up to achieve or exceed assigned sales quota/product mix objectives.  The Director of Government MA Services will manage the relationships with the MA service providers and customers.  Additionally, he or she will be responsible for the business processes associated with the delivery of the MA Service to the USG.   The Director of Government MA Services will lead the internal and customer funded MA projects, and will coordinate across the other departments to ensure that the support processes and procedures meet and exceed the necessary standards to achieve the business objectives for the Iridium MA service to the US Government and its users.  The Director of Government MA Services will report to the Vice President, US Government Business Development.

 

What You’ll Do:

  • Oversee the delivery of the MA services to the USG
  • Ensure the support process for MA partners that will design and manufacture MA products for the USG and its users
  • Lead the USG sales team in assessing the potential application of Iridium products to meet customer needs and may prepare detailed technical product specifications for the development and implementation of these products
  • Participate in the corporate development of methods, techniques and evaluation criteria for current, new and emerging technologies and services in support of MA services
  • Work closely across all internal organizations to influence decisions that support the objectives of the USG sales team
  • Manage the relationships with the key MA customers and users
  • Generate forecasts and financial reports for the MA line of business
  • Provide pre-sales technical support for the development and implementation of complex products, applications and solutions
  • Participate in contract negotiation, proposal development, technical support, customer service, installation and customer training activities
  • Prepare account plans/proposal strategies and assume responsibility for the implementation of plans
  • Contact perspective customers to build relationships, advise of new products or offerings and resolve problems
  • Plan and participate in technical/product presentations/demonstrations/trade shows
  • Prepare status reports on activities in the territory; recommend potential areas of business and new/enhanced products to management

Experience & Education Requirements / EEO

What You’ll Need to Succeed:

  • Bachelor’s Degree, preferably in business or engineering
  • 15+ years of relevant experience
  • Strong technical background with in-depth knowledge of mobile satellite products and services or military tactical communications preferred
  • Persuasive, strong relationship builder, both internally and externally, with excellent networking skills to ensure the objectives of the USG team are met
  • Strong communications and presentation skills. Must be capable of independently meeting with and briefing senior DoD officers and other senior officials
  • This opportunity requires a “hunter” approach to sales
  • Excellent communication skills, with the ability to present information, drive discussion, and respond to difficult scenarios with limited preparation across all employee groups
  • The ability to build productive relationships with all levels of leadership to build consensus and drive results and champion collaboration across multiple departments
  • Be able to think on your feet to respond to difficult situations and resolve issues
  • Must possess good judgement and decisiveness
  • Actively looks for ways to enhance and improve current processes and procedures
  • Skilled at managing multiple priorities while ensuring that work is of high quality
  • Must be proactive in seeking out knowledge and sharing what you’ve learned with others

 

Things That Would be Great if You Brought to the Table:

  • Military tactical communications experience preferred

 

We’ll also need you to:

  • DoD Top Secret clearance preferred / ability to obtain Secret clearance required

 

Work Environment:

This position primarily works in the company office or in a home office. The position is largely sedentary with the majority of the position sitting in a chair and working with a computer. The role uses basic office equipment including a phone, video, computer, keyboard, mouse and printer. For in-person meetings, this position will need to be able stand, walk within the office and climb stairs on occasion.

 

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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