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Strategic Account Manager (001673) in London at Inmarsat

Date Posted: 2/5/2018

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Job Description

Primary Purpose of the Role:

The purpose of the Account Manager position will be to act as the liaison between Inmarsat and allocated key distribution partners, and to lead those partners towards commercial activities which stimulate revenue and result in greater market adoption of Inmarsat aviation services within the Government Sector. You will be expected to forge an influential relationship with allocated channel partners, to respond professionally and creatively to issues and requests from our partners and to be proactive in promoting new Inmarsat solutions, capabilities and value propositions. You will consult with the wider corporate teams on wholesale pricing, billing and service topics - to ensure that revenues across the various Government aviation channels are consistently managed. You will collaborate with product management, commercial, business development and technical colleagues in the team to drive significant revenue growth form the allocated partners.

Job Requirements

Key Responsibilities:

  • The Strategic Account Manager maintains and expands relationships with strategically important channel partners. The Strategic Account Manager is responsible for achieving sales quota and assigned strategic account objectives.
  • The Strategic Account Manager represents the entire range of Inmarsat Aviation products and services to assigned customers, while leading the customer account planning cycle and ensuring assigned customers' needs and expectations are met by the company.
  • The Strategic Account Manager reports to the Senior Director, Aero Sector
  • Establishes productive, professional relationships with key personnel in assigned customer accounts.
  • Coordinates the involvement of company personnel, including support, service, and management resources, in order to meet account performance objectives and customers expectations.
  • Meets assigned targets for profitable sales volume and strategic objectives in assigned accounts
  • Proactively leads a joint company-strategic account planning process that develops mutual performance objectives, financial targets, and critical milestones.
  • Proactively assesses, clarifies, and validates customer needs on an ongoing basis.
  • Leads solution development efforts that best address customer needs, while coordinating the involvement of all necessary company personnel.
  • Achieves assigned sales quota in designated strategic accounts. Meets assigned expectations for profitability.
  • Achieves strategic customer objectives defined by company management.
  • Completes strategic customer account plans that meet company standards.
  • Maintains high customer satisfaction ratings that meet company standards.
  • Enlists the support of sales specialists, implementation resources, service resources, and other sales and management resources as needed.
  • Closely coordinates company executive involvement with customer management.
  • Works closely with Customer Service Representatives to ensure customer satisfaction and problem resolution.


Essential Knowledge and Skills:

  • Degree educated
  • Experience in account/partner/channel management, with emphasis on continual contract and pricing review and negotiation as a means to growing accounts. Good knowledge of one, or more, of the following:
  • Communications services for aircraft
  • Cabin connectivity
  • Avionics
  • Business jet operators
  • Aircraft OEMs
  • Proven ability to grow business through indirect route to market in services and applications sector (telecommunications/connectivity/IT)
  • Solid commercial understanding and versatility
  • Confident, independent individual


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