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Commercial Director, Terminals (002129) in London at Inmarsat

Date Posted: 9/10/2018

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Job Description

The Commercial Director for Terminals is responsible for the commercial management, relationships and agreements with partners who manufacture satellite communications terminals used in Inmarsat’s services.

They are also responsible for the commercial management, relationships and agreements with other technology partners such as suppliers of semiconductors and software for terminals.

Job Requirements


  • This senior role is the company wide lead responsible for the management of key commercial relationships with terminal partners, representing requirements and senior management for all of Inmarsat.
  • Key stakeholder in developing Inmarsat’s terminal strategy alongside Product Development VP and Commercial VP.
  • Work across multiple Inmarsat business functions to provide consistent Product Group led processes for engagement with key partners for the delivery of terminal products.
  • Manage key planning and business reviews with partners.
  • Championing and management of new projects to bring them to market on time and on budget and ensure their successful introduction to the market.
  • Ensure the alignment to of the terminal strategy to Inmarsat’s business and technology strategies.
  • Assessment of terminal manufacturers’ value for money, delivery timescales, terminal pricing, support, supply chain and risks.
  • Assessment of business cases and market / customer requirements in conjunction with the objectives of business units’ sales teams and Inmarsat’s strategy.
  • Lead on identification of new partnership opportunities.
  • Creation of standardised agreements with manufacturers of satellite communications terminals.
  • Work with CTO group and Product Management to understand technology trends and requirements impacting future terminal planning.
  • A broad view and informed view of the satellite terminal market in the maritime, aviation, government and IoT segments.

Skills and experience

  • Management of strategic partner relationships for B2B hardware, software and platforms, in a telecoms or hardware focused technology services business.
  • Experience managing and cultivating existing partnerships by planning join business review and supporting partners at customer meetings and trade shows.
  • Creating plans to Identify and validate new partner opportunities.
  • Developing and executing plans for growth and new and existing market areas.
  • Working closely with the Product Group to understand future terminal requirements and capabilities, inputting market knowledge from partner engagement into product development cycles.
  • Negotiation of partner agreements and contracts.
  • An understanding of current market research and use of this to create quantifiable business metrics and forecasts.
  • Able to make and input into decisions based on trends and future roadmaps.
  • A bachelor’s degree and experience of both commercial management and communications engineering and a strategic thinker with great interpersonal skills for creating strong partner relationships.
  • Experience in preparing and presenting executive presentations and communications, with the ability to influence senior decision makers and build relationships with senior management leaders.




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