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Associate Director, Business Development and Growth
2 months ago
About Iridium
Iridium is a leading provider of satellite communications solutions, renowned for its innovative and award-winning network that offers voice and data connectivity globally. With over 20 years of experience, Iridium has established itself as a trusted partner for critical communications needs, serving individuals, businesses, and the Internet of Things.
At Iridium, we understand the importance of staying connected and the limitations of traditional communications networks. Our customers, including first responders, humanitarians, global militaries, scientific researchers, and lone workers, rely on us to stay connected. We take our responsibility for providing these essential communications seriously and pride ourselves on offering a reliable lifeline when needed.
Position Summary
The Associate Director, Business Development and Growth will be a critical member of our sales team, responsible for executing Iridium's strategy for the Commercial Satellite Time and Location (STL) product within the PNT business division. This role will lead the efforts to identify new customers and drive demand to our partners, as well as source new partners to increase market share across regions.
Key Responsibilities
- Develop and implement a sales and marketing plan to grow Iridium's PNT business worldwide, targeting key vertical markets and identifying potential customers.
- Proactively identify potential partners and distributors, providing recommendations to drive business growth.
- Support existing accounts and partnerships, growing their business through regular strategy planning meetings, product training, and ensuring access to necessary support tools.
- Work closely with channel partners to create, implement, and monitor marketing plans, ensuring their business operations support requirements are satisfied.
- Provide weekly activity reports summarizing significant activities.
- Sell indirect via channels, driving revenue by pre-selling direct to end users.
- Carry out demonstrations, training, seminars, and road shows to promote Iridium's commercial PNT services.
- Identify upcoming projects and influence RFP specifications in Iridium's favor.
- Serve as the primary interface between partners and Iridium departments to resolve sales, financial, and operational issues.
- Perform analytical analysis and due diligence of new and existing distribution partners.
- Integrate distribution partners into Iridium's business model, gathering required documentation and establishing partners in Iridium's billing, financial, and customer care systems.
- Facilitate negotiations with customers, partners, and Iridium management to formulate special product and price offers promoting Iridium PNT sales.
- Identify and recommend changes to established Iridium plans and policies to deliver success in selling Iridium PNT in the market.
- Represent Iridium at marketing and industry events, making public presentations as needed.
Requirements
- Continuous process-improvement driven perspective on sales operations, with the ability to identify opportunities for improvement, recommend approaches, and manage multiple priorities.
- Excellent communication skills, including the ability to present information clearly and work collaboratively with coworkers, vendors, and partners.
- The ability to form relationships with executive leadership and interact effectively with customers, partners, and employees 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.
- An intense sense of urgency to prioritize and drive projects to completion, with a persistent drive to exceed departmental and organizational goals.
- The ability to analyze situations, generate effective solutions, and see them through to completion.
- Strong project management skills, with the ability to prioritize tasks and meet deadlines under tight time constraints.
- Strong attention to detail and accuracy in delivering work products that meet internal and external expectations.
Experience and Education Requirements
- Bachelor's degree in Business, Marketing, Economics, or a 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, driving revenue-development activities and team performance to accelerate partner and Iridium business performance.
Preferred Qualifications
- Extensive travel experience, creating confidence and a comfort level in working globally and in new locations.
- Understanding of telecom operator sales processes and decision-making.
- Understanding of Iridium business processes, Iridium sales processes, Iridium partner ecosystem, and Iridium department operations.
Work Environment
This position primarily works in the company office or in a home office, with a sedentary role using 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.
