Director, Business Development (Cyber Security & PAM Ecosystem)
About The Position
The Director, Business Development opportunity within the PNT organization is responsible for spearheading growth in the privileged access management (PAM), identity, hardware security, and zero-trust markets. This role is a critical revenue engine for Iridium’s emerging PNT capabilities. The position involves building high-impact executive relationships, negotiating technology integration agreements, and establishing joint value propositions that highlight Iridium’s differentiated satellite-based out-of-band authentication and secure communications channel. The work will directly shape the most significant future revenue line for the business, driving partner commitments, market validation, and long-term commercial expansion. This role requires excelling at navigating complex, technical partner ecosystems, influencing cross-functional stakeholders, leading business development strategies in highly technical security domains, and designing and closing partnership deals and arrangements.
Requirements
- Bachelor’s degree in Business, Engineering, Computer Science, Cybersecurity, or a related field OR equivalent relevant experience in lieu of a degree
- 15+ years of relevant experience in the security, cybersecurity, technology partnership, or business development industry
- Experience working directly within the PAM/IAM vendor ecosystem
- Established high-level connections and networks within the target partner ecosystem
- Ability to interface with the management teams of the target partners at all levels, from senior roles to junior roles, business to technical
- Able to understand and simplify complex and vague concepts, confidently drive executive discussions, make high impact decisions, and respond to difficult or ambiguous situations
- Excellent communication skills, with the ability to present information, drive discussion, and respond to difficult scenarios with limited preparation across all employee groups
- Ability to work independently and to focus on achieving results
- Capable of being a strong motivator and source of direction for your team and exemplifying commitment to your team’s goals
- Able to confidently drive discussions, raise support for key ideas, and tailor your communication style to a wide range of audiences
- Possess the creativity, resourcefulness, and decisiveness needed to manage risks and respond to critical situations
- Have a strong sense of urgency in driving projects to completion and be motivated to achieve outcomes and results
- Excellent prioritization skills and the ability to effectively coordinate the activities of multiple groups
- U.S. citizen
Nice To Haves
- MBA
- Knowledge of satellite or out-of-band security architectures
- CISSP, CISM, or other technical cybersecurity certifications
- Experience selling or partnering in critical infrastructure markets
Responsibilities
- Foster and develop highly effective relationships with Tier-1 PAM, identity, hardware security, and zero-trust vendors to expand Iridium’s PNT partner ecosystem
- Manage strategic alliance development by identifying, cultivating, and securing high-value partnerships that drive long-term channel revenue
- Oversee negotiation of integration and commercial agreements, including API access, co-marketing, certification, and revenue-share structures
- Supervise partnership lifecycle activities including LOIs, pilot commitments, integration planning, and milestone tracking
- Direct analysis efforts to validate partner use cases, integration architecture, and market fit for satellite-based out-of-band authentication and secure communications
- Utilize broad cybersecurity and identity market expertise to assess partner opportunities and determine the optimal joint value proposition and go-to-market model for each strategic vendor
- Be responsible for coordinating with Product Management and Engineering on integration architecture, certification standards, and development timelines
- Inform product development and management efforts with insights and intelligence on pain points and market requirements
- Work independently to represent Iridium at major industry conferences and partner advisory councils, positioning Iridium’s differentiated capabilities
- Drive pipeline modeling, forecasting, and executive reporting, ensuring transparency into milestones and revenue potential
- Lead the future hiring, development, and mentorship of a small cyber-focused business development team as the channel expands
Benefits
- medical, dental, and vision insurance coverage
- 401(k) retirement plan options
- paid time off and paid holidays
- paid parental leave
- other discounts and perks
- company stock
- annual bonus
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What This Job Offers
Job Type
Full-time
Career Level
Director
