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Account Manager LATAM (002336) in Fort Lauderdale, FL at Inmarsat

Date Posted: 10/5/2018

Job Snapshot

Job Description

Primary role purpose:

The appointee to this position will take responsibility for maintaining a successful commercial relationship between Inmarsat and its key distribution partners/clients in the Enterprise space. The individual will use his/her experience in account development and management coupled with their extensive knowledge of the telecommunications/satellite industry to drive revenue through a few key partners as well as generating business directly with several key end users.

Job Requirements

Key Responsibilities:

  • Work with key channel partners to increase uptake of Inmarsat products and services and to drive revenue. 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 to meet pipeline targets as set out by senior management on a quarterly basis
  • Work closely with internal stakeholders and assigned partners to ensure growth of market share from competitors
  • 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 from assigned accounts. 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
  • Identifying end customer business opportunities that Inmarsat partners can fulfil
  • 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
  • Understanding Inmarsat’s current and future product and service portfolio
  • Through a network of contacts, or market research, identify, contact, negotiate and close new partner relationships
  • Learning and then teaching service concepts and sharing application knowledge with Partners to help them identify and sell Inmarsat product offerings to their customers

Essential Knowledge and Skills:

  • Experience in telecommunications sales and/or satellite solutions sales to large enterprise customers
  • Able to travel up to 50% of the time (LATAM region predominantly)
  • 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
  • Experience managing 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
  • 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


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