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DIRECTOR, MARKET DEVELOPMENT (001211) Inmarsat

Primary role purpose:

This position sits within the US Government team, the revenue generating hub of Inmarsat’s USG business. The USG BU must execute a market development strategy to position Inmarsat for both short and long term growth in the market. This will require a combination of multiple disciplines: engineering and RF communications knowledge; product, positioning, pricing, partner strategy; requirements and market intelligence gathering; partner relationships; user familiarity across government maritime, expeditionary, and aviation; and strategically identifying and responding to trends, opportunities, and threats. The candidate will play a key role in developing and refining the strategic direction of the Business Unit from a partner, product and pricing perspective to enable long term positioning and penetration of the BU. In the execution phase, this individual will need to be able to develop and tailor the strategies to engage and influence government customer procurement decisions through direct interaction or through partners. The ideal candidate will have a solid engineering or technical background, with systems engineering experience. He or she will be familiar with communications and radio frequency (RF) properties from both a technical and operational perspective. He or she will be familiar with DoD’s use of multiple frequency bands, from narraowband to wideband, from existing and future tactical radios and the JTRS/MUOS programs to Very Small Aperture Terminals (VSAT) and the WGS programs. From a partner strategy perspective, the candidate will manage the existing relationships with a multitude of terminal, integration and service partners, spanning the USG market sector for land, air and sea applications, as well as forge new relationships where appropriate to strategically position Inmarsat. Finally, he or she will have demonstrated experience with bid strategies on government RFPs, and be responsible for supporting partner companies in their responses.

An individual with a senior government SATCOM acquisition background, strong critical thinking and analysis skills, thorough knowledge of multiple sectors (maritime, aviation, expeditionary), and experience presenting complex technical and programmatic topics to a varying audience is essential. The successful appointee to this post will be responsible for representing the entire Inmarsat portfolio of solutions to support the implementation and execution of Inmarsat’s market development activities in the US Government market.

Key Responsibilities:

  • Outreach: technical briefings; strategic influence of customer requirements
  • Product marketing: positioning, technical and capability requirements, pricing trends
  • Business Development Activities with Partners
  • Channel Strategy: new terminal, integration, service partners
  • Channel Management: strategic partner relationships
  • Market trends, Major ACAT / Program Budgets, Requirements Gaps
  • System architecture design, development for RFPs
  • Positioning and feedback strategy for new products and services
  • Shape requirements, terminal designs, RFPs
  • New Users, Uses: Blue Oceans, familiarity with Foreign Military Financing
  • Interaction with Government labs, FFRDCs, Think Tanks, Universities, LSI’s

Essential Knowledge and Skills:

  • Experience with US Government programs and budgets
  • Experience with a broad range of satellite communications solutions
  • Experience with a variety of sectors: land/expeditionary, maritime, aviation
  • Excellent interpersonal skills.
  • Excellent communicator and presenter
  • Minimum 12 years work experience
  • Bachelor’s Degree in a science or engineering field

Desirable Knowledge and Skills:

  • The ideal candidate will come from a Civil or Military Government background
  • Master’s Degree in a management, engineering or science field

Other relevant information: Given the scope and responsibilities of this role, the successful candidate will potentially need to access International Traffic in Arms Regulations (ITAR)-controlled information. Successful applicants will therefore be required to provide personal information, including place of birth and all citizenships/passports, to ensure compliance with US export control requirements.