Senior Sales and Business Development Manager

Iridium Communications

  • McLean, VA
  • Permanent
  • Full-time
  • 1 month ago
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.What We’re Looking For:The Senior Business Development Manager is a key member of the sales team and will be responsible for the execution of Iridium’s strategy as it relates to the Commercial Satellite Time and Location (STL) product within the position, navigation & timing (PNT) 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. Key focus verticals include Telecom, Finance/Data Center, Public Safety, Civil Government and Critical Infrastructure.What You’ll Do:
  • Directly support the Associate Director of Business Development in developing and implementing a sales and marketing plan to grow Iridium’s 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.)
  • Proactively identify potential partners 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
  • Ensure timely and accurate responses to customer inquires, leads, and sales opportunities
  • Closely manage and maintain contacts, leads, opportunities, and account with Dynamic CRM
  • 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’s commercial PNT services
  • 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 partners
  • Integrate partner into Iridium’s 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 You’ll Need to Succeed:
  • Bachelor’s degree in Business, Marketing, Economics or related field
  • 10+ years of relevant experience in technical sales and sales management
  • 5+ years of experience in direct or indirect sales management
  • Experience with Microsoft Dynamics CRM or similar CRM experience in lead, opportunity, and account management
  • Previous experience with forecasting, annual, quarterly, and monthly sales
  • Previous experience in a PNT industry and/or with PNT products
  • A proven track record of exceeding sales targets
  • Team player with excellent communication and presentation skills, self-starter, confident, committed and enthusiastic
  • An ability to clearly present technical 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
  • 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
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
We’ll also need you to:
  • Be able 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
  • Be available for global work hours
  • Be able to travel up to 50%
  • When not traveling, this position is hybrid and located in Tempe, AZ or McLean, VA office three days a week, Tuesday - Thursday.
  • This position directly performs under, supports, or is exposed to a U.S. government contract. To comply with the requirements of that U.S. government contract, applicants for this position must be U.S. citizen
Work Environment:This position primarily works in an office setting and is largely sedentary with the majority of the position working with a computer. The role typically requires the use of basic office equipment such as a phone, video, computer, keyboard, mouse, and printer.Iridium is an Equal Opportunity Employer, including individuals with disabilities and protected veterans.

Iridium Communications