Inside Sales

Company Description

Inmarsat has been at the forefront of global mobile satellite communications for over forty years, and is the market leading provider of voice and high-speed data communications for users on land, at sea and in the air through its constellation of 14 geostationary satellites. Inmarsat is a privately owned company with a profitable track record and significant growth aspirations. This is represented by more than 55 nationalities in the workforce, reflecting the global and dynamic nature of the business. With an investment of over $3 billion in its latest network infrastructure, Inmarsat is at the forefront of global mobile communications innovation.

**Enterprise**

Inmarsat Enterprise is a leading global provider of satellite-enabled managed connectivity services for land-based organisations. We are enabling the Industrial Internet of Things (IoT) and helping transform business outcomes across a diverse set of sectors, including agriculture, aid and NGO, media, mining, oil and gas, renewable energy, transport and utilities.

**Job Description**:
**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 Enterprise 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 Enterprise 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
- 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 qualitie