Director, Maritime Growth & Development

The Director of Maritime Growth and Development is responsible for meeting ambitious customer acquisition and revenue growth goals.  

The role is responsible for prospecting, developing and maintaining customer relationships, understanding customer needs and requirements, and aligning customer expectations with Inmarsat Government / Inmarsat products, services and solutions.  

The position requires a self-starter with proven revenue-generating skills, strong understanding of sales, marketing, customer support, and strategy, particularly in the technology world. Seeking an individual that is self-motivated and driven with a sense of urgency to target and stay in front of strategic and or tactical opportunities. Must be willing to operate in a fast-paced atmosphere in which we are seeking to outperform a highly competitive marketspace.  

·Must own and meet or exceed individual annual bookings and revenue targets, executing a multi-year business development strategy  

·Must have intimate knowledge of government customers and relevant systems integrators across the value chain  

·Must execute a proven sales process (account plans, prospecting/cold calling, qualifying leads, closing the deal) to achieve sales targets and expand the company’s customer base  

·Successfully researches target customers, recognizes areas of concern, and positions the company to solve problems while meeting customer or integrator mission and affordability goals Recommends selling prices by monitoring competition, supply, demand and margin targets  

·Responsible for following funding and working requirements through contracts and award  

·Identifies and qualifies new business leads through networking, personal contacts, and social media (LinkedIn, etc)  

·Maintains an accurate database of leads, contacts, accounts, opportunities, and forecast 

·Provides strategic guidance for assigned programs of record to ensure customer satisfaction and revenue expansion  

·Serves as Team Lead on assigned programs of record and capture management opportunities  

·Conducts business development activities in line with sales goals and assigned programs of record  

·In a cross-functional team-sales environment, works closely with other cross-functional team members to position solution value proposition and enhance probability of win, while also overseeing ongoing quality of service and customer experience during program execution  

·Must maintain a substantial qualified pipeline of opportunities for consistency of performance over time  

·Responsible for developing forecasts on a monthly, quarterly and annual basis for existing and new products and services for assigned territory / customers  

Job Requirements:  

·At least 10 years of sales experience with documented quota attainment in hardware and/or satellite services 

·Bachelor’s or Master’s degree or equivalent experience in technical or business field 

·Aptitude to be an individual contributor and potential to be a sales leader / manager 

·Technical sales background with an understanding of satellite communications, IP solutions, and the federal government marketplace 

·Must have strong knowledge of missions and deep relationships within government 

·Maintain professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks across the industry value chain; and participating in professional societies 

·Comfortable with prospecting for new business - exceptional presence, ability to build trust and rapport; and to qualify and schedule quality appointments with decision makers 

·Must have strong understanding of COMSATCOM buying process, FAR and DFAR processes to guide contracting and procurement strategy  

·Must understand category-specific landscapes and trends, reporting on the forces that shift tactical budgets and strategic direction of accounts 

·Excellent time management and organizational skills to prioritize activities and to actively manage multiple sales opportunities simultaneously 

·Excellent interpersonal skills - must be exceptionally articulate, verbally and in writing 

·Proficiency in Microsoft Office applications, particularly in Powerpoint; proficiency in CRM tools  

 Competencies:  

·Excellent analytical and critical thinking skills 

·Display exceptional negotiation and persuasion skills 

·Demonstrate ability to develop and deliver high quality presentations to all levels of a customer organization 

·Exhibit strong active listening skills 

·Demonstrate excellent organizational and time management skills; able to multi-task 

·Exhibit superior complex problem solving and decision making 

·Strong computer skills and proficiency in sales software programs 

·Have exceptional customer service skills 

·Practice sound judgment 

·Demonstrate the ability to effectively manage financial resources with regard to company expenses 

·Lead multi-disciplinary teams in execution of sales plans - seen as an effective leader in a matrixed environment 

Applicants selected may be subject to a government security investigation and must meet the eligibility requirements thereof. 

Inmarsat Government is an equal opportunity employer.