Senior Business Development Manager

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.

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%

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.