Job Description

Company Description

On May 31, 2023, Viasat completed its acquisition of Inmarsat, combining the teams, technologies and resources of the two companies to create a new global communications partner.

About Viasat

Viasat is a global communications company that believes everyone and everything in the world can be connected. With offices in 24 countries around the world, our mission shapes how consumers, businesses, governments and militaries around the world communicate and connect. Viasat is developing the ultimate global communications network to power high-quality, reliable, secure, affordable, fast connections to positively impact people\'s lives anywhere they are-on the ground, in the air or at sea, while building a sustainable future in space.

Commercial & Digital Solutions (CDS)

CDS is enabling safer, more efficient, more sustainable operations wherever businesses operate on land. Our customers trust us to deliver the industry standard in reliable mobile satellite connectivity, underpinning mission critical communications, remote operations, machine-to-machine (M2M) applications and the Industrial Internet of Things (IoT). With expertise in agriculture, aid and NGO, media, mining, oil and gas, renewables, transport and utilities we build solutions that deliver transformational outcomes and ensure the right level of ongoing management.



Primary role purpose:

The appointee to this position will take responsibility for revenue growth through new business generation and maintaining a successful commercial relationship between Inmarsat and its key distribution partners in the CDS space. Engaging distribution and service partners to position Inmarsat capability and services. Align with global systems integrators and hardware providers to engage across the satcom market. Collaborate with internal teams on the creation and distribution of value propositions and proposals across the CDS Business Unit portfolio.

Key Responsibilities:

• Work with key channel partners to increase uptake of Inmarsat products and services and to drive revenue growth. Provide full support, reply to their inquiries timely, maintain contract prices current, conduct product demos, training, and develop marketing and sales plans.
• Identify and realise new market opportunities with assigned partners; assist in negotiating commercial terms and pricing effectively on behalf of Inmarsat
• Develop and maintain an effective account plan which addresses the strategic approach to growing revenue with each assigned channel partner. This will include promotion, publicity, ensuring enablement of the Partner to reach more end users with Inmarsat services
• Maintain an accurate, up to date pipeline on SFDC (SalesForce.com) to meet pipeline targets as set out by senior management on a quarterly basis
• Act as the main point of contact for assigned partners on all issues - commercial and technical. Remain accessible and act with urgency to ensure Inmarsat retains its reputation for reliability
• Establish close relationships with key end-users and individuals responsible for the procurement of communication technology in specific organisations; capitalise on commercial opportunities for Inmarsat and draw together expertise from across the business to do so
• Assess any opportunities to tender/respond to RFIs. Initiate and retain control of the bid management process, working closely with the technical, commercial, and legal experts within Inmarsat to ensure a successful and profitable outcome
• Support assigned partners in both long-term endeavours and immediate connectivity requirements and ensure Inmarsat is regarded as the natural choice in each scenario
• Lead assigned partners toward behaviours and actions consistent with the business strategy for Inmarsat\'s broadcast services
• Take steps as necessary to develop a better understanding of end-user requirements and feed this insight into portfolio developments and initiatives
• Manage internal and external stakeholders, demonstrating enthusiasm for Inmarsat\'s business and clear grasp of market strategy
• Promoting Inmarsat services through regular contact with existing Partners
• Working closely with Inmarsat Product Management and Solution Engineering to analyse customer requirements and to help define Inmarsat service offerings, including support for the customer
• Produce timely, relevant activity reports, revenue forecasts and market commentary
• Experience managing, support and grow customers with revenue streams in excess of $2m
• Demonstrable understanding of the satellite communications industry; knowledge of the opportunities, trends and Inmarsat\'s competitive landscape
• Exceed assigned targets for profitable sales and strategic account objectives

Qualifications

Essential Knowledge and Skills:

• Minimum 5 years\' experience in ideally Telecommunication/IT sector Customer Service - to large enterprise customers
• Sales Force CRM (SFDC) Experience
• Tertiary Qualification or equivalent in related field
• Experience managing indirect customers and developing and implementing sales plans to maintain and grow revenue
• Proven ability to deliver target revenues over long lead times through growing/incentivising an indirect channel to market
• Ability to act responsively, urgently and with the desire to maintain Inmarsat\'s global reputation
• Obvious leadership qualities - ability to influence, negotiate and direct the activity and investment of key partners for Inmarsat\'s benefit
• Gravitas and credibility in the industry
• Sufficient technical knowledge to conduct high-level technical discussions
• Excellent communicator and presenter with experience in engaging at Customer level
• Results-orientated mentality, commission hungry
• Able to self-manage

Desirable Knowledge and Skills:

• Additional Language/s would be an advantage
• Internet of Things (IoT) market understanding
• Knowledge of Inmarsat products, services and solutions
• Familiarity with accounting and finance is favourably considered/ P&L management skills
• A firm understanding of global businesses and understanding the challenges faced by business owners

Additional Information

You must be eligible to work in this location advertised.

Our culture and ways of working

Our values define Inmarsat\'s culture and represent what we believe in. Inmarsat employees aspire to behaviours that support our values, which create a stronger working environment and lie at the heart of our continued success as an organisation.

• Customer - we provide a unique value to our customers
• Accountability - we take ownership, we deliver results, and we keep our promises
• Respect - we collaborate, we embrace and celebrate diversity and we value difference
• Excellence - we create bold solutions for our customers and put quality at the heart of everything we do

We also value and encourage a healthy work-life balance, so we offer flexible working wherever possible. Depending on the operational requirements of your job and your team, we can offer compressed hours (nine-day fortnight), hybrid office-remote working, and flexibility during your working day to take care of personal commitments.

Diversity

At Inmarsat we want the best people for the job, and we warmly welcome applications from you if you\'re suitably qualified and eligible, regardless of your sex, gender, age, race, ethnicity, disability, sexuality, gender identity, neurodiverse qualities, religion or belief, marital status, pregnancy, or maternity status.

Inmarsat is signed up to the Halo Hair Code, which aims to protect employees who come to work with natural hair and protective hairstyles associated with their racial, ethnic, and cultural identities.

To give you the best experience possible during your application process and interview, we can make adjustments. For example, if you\'re visually impaired we\'ll happily meet you locally and help you find your way to our office, or if you have neurodiverse qualities, we can provide you with additional support to help you prepare for your interview. Please let our Resourcing Team know if there are any ways in which we can support you.

Inmarsat