Director Market Development Inmarsat Washington

Job Description: • 2-minute read •
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.
JOB REQUIREMENTS
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

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