Market Development Manager - Services

Overview:

ST Engineering iDirect is a global leader in IP-based satellite communications and provides the technology and solutions that enable our service provider and satellite operator partners to optimize their networks, differentiate their services and profitably expand their business. Our business provides innovation focused on solving satellite’s most critical economic and technology challenges and expands a shared commitment to shaping the future of how the world connects. With your talent and energy paired with our vision and technical leadership, the most fulfilling work of your career is waiting for you at ST Engineering iDirect…the sky is truly the limit!

The satellite industry is evolving at an extremely high rate of change, with new satellite and ground access technologies and a drive to more cloud-based solutions and standards generally only seen within more established telco and IT industries. These changes are driving and providing even greater capabilities, reaching far more markets and consumers than ever before. These changes are also driving the way that our technologies are consumed moving from a more product based to a service subscription-based model removing many of the access barriers to more markets and new consumers.

All these exciting changes are driving our need to add more talent and specifically change leaders into our team with the addition of an innovative experienced services Market Development Manager. We are looking for someone that is ready for an exciting journey filled with challenges, responsibilities and expectations with great rewards helping us grow, develop, and expand our current services capabilities and portfolio. This position requires a proven experienced change leader that has the required communication and transformational skills to help drive, develop, and grow our services market both internally and externally but also has the commercial, regulatory and telecoms knowledge foundations.

The MDM Services must be able to work cross-functionally with the Sales organisation, Operations, Network Engineering, and Product Management groups. The MDM will have key working relationships with the regionally assigned RVP of Sales, Regional Sales Directors and Managers, Product Line Management (PLM), and product Engineering including Program Management and TechOps driving value creation.

Roles and Responsibilities:

• Implement direct market development activities, such as customer technology or product seminars and workshops, regional conferences and/or tradeshows to show case iDirect service capabilities.
• Monitors competitor movements and offerings, create and review competitive tactics tools and other necessary sales tools to support the needs of indirect and direct sales channels.
• Ensure sales are adequately trained on the managed services service catalogue, associated service offerings and the value outcomes.
• Proactively collecting the voice of the customer to drive their current and future requirements and needs and network evolutionary plans.
• Promotes product and technology benefits as well as the value-add managed services propositions to internal and external customers.
• Support customer visits to provide technology and managed services thought leadership, new product, services or technology presentations or roadmap activities where necessary.
• Assist sales account management to develop account strategies and to support relationship development.
• Provide bid strategy and support for all RFP’s and opportunities in relation to managed services.
• The MDM will ensure the product mix and strategy is aligned with the requirements of key accounts and will champion new service products to meet key account and sector needs.

Skills and qualifications:

• Proven experience in product/service management or related role.
• Knowledge of every aspect of the product/service development life cycle.
• Excellent written and verbal communication skills.
• Proven ability to manage and supervise multidisciplinary and cross-functional teams.
• Ability to create product/service development and marketing strategies.
• Strong leadership and project management skills.
• In-depth knowledge about the telecommunications or cloud infrastructure industry and specifically product/service consumers.
• Ability to analyse complex data to identify market trends and customers’ behaviour.

Addition Skills and experience:

• Strong background in Telecom or Cloud IT infrastructure technology.
• Proven product or services lifecycle management experience and industry recognised certifications.
• Strong proven commercial background in developing service subscription pricing and communicating the financial details to executive or board members.
• Experience in creating requirements for Financial, ERP and CRM/Sales systems supporting and managing services and associated subscriptions.