Business Development Manager, PNT- Maritime

Company Overview

Iridium is an award-winning satellite communications company operating the world's only truly global voice and data network, delivering reliable connectivity anywhere on Earth. For more than 20 years, Iridium has powered mission-critical communications for governments, businesses, aviation, maritime, and the rapidly expanding Internet of Things.

Now part of Iridium, Aireon is the world’s only space-based air traffic surveillance system, providing real-time visibility of aircraft over oceans, the poles, and remote regions. Together, Iridium and Aireon are helping build a safer, more connected, and more efficient future for global aviation.

Join our team and help shape how the world stays connected. We foster a collaborative, inclusive culture where employees are empowered to innovate, grow professionally, and make a meaningful impact.

What We’re Looking For:

We are looking for a dynamic Business Development professional to drive awareness and adoption of Iridium’s cutting-edge PNT products and services – building a significant sales pipeline. You will be responsible for managing existing accounts, identifying new partners to help us increase market share across the globe, and fill gaps we may have in our existing partner network. You will also perform in a business development function in the Maritime vertical, looking to uncover demand for PNT enabled maritime products and services and identify the appropriate Iridium partner to fulfill the requirement.

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 Maritime business worldwide, including identifying potential customers and partners to be targeted with Iridium PNT. 
• Identify, prospect, and strategically assess opportunities with potential customers and partners within the Maritime markets that will create long-term value for Iridium
• Identify, develop, support, and/or maintain influential relationships with key-decision makers at target maritime enterprises who require Iridium PNT services
• Develop a deep understanding of maritime markets PNT requirements
• 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
• Collaborate with Iridium’s Maritime Line of Business , EMEA Channel Management, and Sales Management to develop new business growth opportunities
• Identify, well in advance, and assist with tender opportunities in Maritime market
• 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
• Support Iridium management in the important aspects of the regional sales process including prospecting, qualifying, meeting, and working closely with EMEA Channel Management and Maritime Line of Business
• Prepare and conduct assessment meetings with Iridium leadership to help ensure Iridium is able to meet or exceed its monthly/quarterly/annual targets
• Provide feedback on competitor implementation, pricing, promotions, etc.

What You’ll Need to Succeed:

• University degree in a Business, Marketing, Economics  or technical discipline, or equivalent qualifications gained through relevant professional experience
• 8+ years of direct sales experience within maritime vertical market in technical sales and sales management
• Demonstrable track record and experience in direct or indirect sales management
• Demonstrate successful examples of sales to end users, and the ability to identify, research, prospect and deliver new sales
• Must be willing and able to travel regularly to visit customers, partners  and support the sales of Iridium PNT roducts (up to 60%)
• Must be familiar with a fast moving, professional, results oriented atmosphere, and demonstrate a well-organized approach to the services
• Excellent communication skills, with the ability to convey products, deliverables, analyses, and/or issues clearly and confidently, and confidently recognize and adapt to different communication techniques
• Be a strategic thinker who demonstrates good judgment and decisiveness
• Experience working with US and European management teams
• Candidate to be located at a mutually agreeable location in Europe, but must be local to an airport with easy access to most major European maritime centers

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
• Proficiency in foreign languages

We’ll also need you to:

• Be able to work across all continents of the globe across remote teams to drive revenue-development activities that serve to accelerate the performance of our partners and the overall Iridium business
• Be legally authorized to work in the European country in which you are based, without sponsorship
• Have ability to obtain entry authorization for the United States, United Kingdom and Schengen Area countries is required.
• Be available for global work hours
• Ability to travel up to 60% of the time

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.

 

Additional Information

This job description outlines the general nature and level of work for this role and is not a comprehensive list of duties, responsibilities, or qualifications. Employees may be assigned additional responsibilities as needed.

Base Pay Range: $108,000 - $140,000

Actual compensation will be determined based on a variety of factors and this range represents an estimate of compensation at the time of posting. Base salary is only one part of our compensation package for this role. You may also be eligible for company stock and annual bonus. Employee benefits also include medical, dental, and vision insurance coverage; 401(k) retirement plan options; paid time off and paid holidays; paid parental leave; and other discounts and perks.  

Iridium is an Equal Opportunity Employer, including individuals with disabilities and protected veterans.