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Associate Director, Business Development

1 month ago

McLean, United States Iridium Satellite Full time

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, Iridiums 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 Were Looking For:
The Associate Director, Account Management & Business Development (worldwide) is a critical member of the sales team and will be responsible for the execution of Iridiums strategy as it relates to the Commercial Satellite Time and Location (STL) product within the PNT (position, navigation & timing) business division. In this role, you will lead the efforts to identify new customers and drive demand to our partners as well as source new partners to help us increase market share across the regions. You will also perform in a business development function in key verticals, looking to uncover demand for our products and services and working with the appropriate Iridium partners to fulfill the requirement. Key verticals will be jointly identified with the successful candidate, but Telecom, Finance/Data Center, Maritime and Energy will be included.

What Youll Do:

  • Develop and implement a sales and marketing plan to grow Iridiums PNT business worldwide, including identifying potential customers in key vertical markets to be targeted with Iridium STL (Customers are typically large corporations that will purchase high quantities of our products and services. There are no retail nor single quantity sales.)
  • Proactively identify potential partners and distributors and provide recommendations
  • Support existing accounts and partnerships 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 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 Iridiums commercial PNT services
  • 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
  • Integrate distribution partner into Iridiums business model by gathering all required documentation, establishing partners in Iridium billing, financial, and customer care systems
  • Facilitate negotiations with customers, partners, and Iridium management in the formulation of special product and price offers to promote Iridium PNT sales
  • Identify and recommend changes to established Iridium plans and policies, as necessary, to deliver the ability to be successful selling Iridium PNT in the market
  • Represent Iridium at marketing and other industry events and make public presentations when needed

What Youll Need to Succeed:

  • Continuous process-improvement driven perspective on sales operations requires the ability to identify multiple opportunities for improvement, recommend approaches to address deficiencies, use experience and business judgement to identify the path forward, the communication and partnership skills to coordinate and drive solutions across multiple teams, the ability to effectively manage multiple priorities, and the discipline to follow through and complete the process improvement for the enhancement of Iridium revenue opportunities and improvement of partner sales initiatives
  • Excellent communication skills, including the ability to clearly present information and work collaboratively with co-workers, vendors, and partners
  • The ability to easily form relationships with executive leadership and interact effectively with customers, partners and employees in various functions and at all levels of the organization
  • Willingness to dedicate yourself to the organization and make positive business impacting decisions based on available or limited data
  • Have an intense sense of urgency to immediately prioritize and drive projects to an accelerated completion schedule and be persistently driven and motivated to far exceed departmental and organizational goals
  • The ability to analyze a situation or problem, generate effective solutions, and see those solutions through to completion
  • Strong project management skills, with the ability to prioritize your own tasks and potentially the tasks of others and meet deadlines under tight time constraints
  • Strong attention to detail and accuracy in delivery of work products that ensure that both internal and external expectations are exceeded


Experience & Education Requirements / EEO:

What Youll Need to Bring to the Table:

  • Bachelors degree in Business, Marketing, Economics or related field
  • 12+ years of relevant experience in sales and sales management
  • 5+ years of experience in direct or indirect sales leadership
  • Previous experience in a telecom environment
  • Ability to work across all continents of the globe across remote teams to drive revenue-development activities and team performance that serves to accelerate the performance of our partners and the overall Iridium business

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

  • Extensive travel experience, creating confidence and a comfort level in working around the globe and in new locations continually
  • Understanding of the telecom operators sales processes and decision making
  • Understanding of Iridium business processes, Iridium sales processes, Iridium partner ecosystem, and Iridium department operations

Well also need you to:

  • Be available for global work hours
  • Be able to travel up to 50-60%
  • US Citizenship 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.

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.