Inside Sales

**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 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.

**Inmarsat Values**:
Our values define Inmarsat’s culture and represent what we believe in. Inmarsat employees aspire to certain behaviours which support our corporate values, they create a stronger working environment