Director, Maritime Growth & Development

Inmarsat Government, Inc•Reston, VA

About The Position

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.

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
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

Responsibilities

Own and meet or exceed individual annual bookings and revenue targets, executing a multi-year business development strategy
Have intimate knowledge of government customers and relevant systems integrators across the value chain
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