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Inmarsat has been at the forefront of global mobile satellite communications for over forty years, and is the market leading provider of voice and high-speed data communications for users on land, at sea and in the air through its constellation of 15 geostationary satellites. Inmarsat is a privately owned company with a profitable track record and significant growth aspirations. This is represented by more than 55 nationalities in the workforce, reflecting the global and dynamic nature of the business. With an investment of over $3 billion in its latest network infrastructure, Inmarsat is at the forefront of global mobile communications innovation.

Government

Inmarsat’s Government business unit delivers against the requirements for voice, data and video services with demand for global availability and utmost reliability. Whether a military commander on operations, a government official responding to a local emergency or a head of state conducting international affairs, Inmarsat provides them with essential access to voice and broadband data, where and when they need it.

Primary role purpose:

Inmarsat and its terminal manufacturer partners have developed a strong capability to provide data communications to UAVs via satellite, globally. The primary purpose of this role is to drive the creation of and closure of revenue generating opportunities in the Government Aero Sector, with a particular focus on UAVs. Engaging with senior end-users (high and early) globally, platform OEMs, System Integrators and technology partners to position Inmarsat capability and services. Support the creation and distribution of value propositions and business winning bids and proposals. Represent Inmarsat Government business in forums and events around the world.

Key Responsibilities:

• Capitalise and build on end user customer relationships to position Inmarsat aero / UAV capability and services.
• Prioritise the market in accordance with the strategy and capability fit.
• Establish relationships with current and future end-user customers to position Inmarsat capability / influence future procurements.
• Build and manage partner agreements with UAV OEMs globally
• Find and drive to close Aero UAV satcom deals (close through optimised route, which is most likely through current channel but may be through new channel or through direct provision).
• Build and manage G2’s qualified aero UAV pipeline globally. Manage the pipeline and deals towards closure in the G2 SFDC toolset and aligned with G2 Leads to Order process.
• Develop, with the team, compelling value propositions for Inmarsat Aero / UAV offerings and work with marketing team to have them developed into high quality customer facing materials including slides, brochures, case studies, and videos.
• Become internally and internationally recognised as a leader in the Aero / UAV satcom sector by building a network of contacts with end users, platform manufacturers, partners, and participation in relevant trade shows and conferences.
• Develop and maintain relationships with selected supporting organisations which will allow positioning of Inmarsat capability and facilitate access to end-user customers (such as Aero user terminal manufacturers, capability / payload providers, trade bodies, and industry associations).
• Support / drive any lobbying / regulatory activity that may be required to support UAV use cases.
• Develop tools and techniques to access and influence the market – use those tools and techniques to meet the team objective and, where necessary, train and coach the account management team / partners on how to find and close aero / UAV deals.
• Identify opportunities for upsell across existing user base.
• Work closely with other teams in G2 to provide input on the aero / UAV product fit and any product development roadmap needed.

Experience required:

• Business or technical degree with demonstrable business development experience
• Demonstrated experience in developing competitive proposals, including R&D
• Ability to travel.
• Aeronautical Sector and/or UAV / DRONE Business Development experience

You must be eligible to work in this location advertised.

Our culture and ways of working

Our values define Inmarsat’s culture and represent what we believe in. Inmarsat employees aspire to behaviours that support our values, which create a stronger working environment and lie at the heart of our continued success as an organisation.

• Customer – we provide a unique value to our customers
• Accountability – we take ownership, we deliver results, and we keep our promises
• Respect – we collaborate, we embrace and celebrate diversity and we value difference
• Excellence – we create bold solutions for our customers and put quality at the heart of everything we do

We also value and encourage a healthy work-life balance, so we offer flexible working wherever possible. Depending on the operational requirements of your job and your team, we can offer compressed hours (nine-day fortnight), hybrid office-remote working, and flexibility during your working day to take care of personal commitments.

Diversity

At Inmarsat we want the best people for the job, and we warmly welcome applications from you if you’re suitably qualified and eligible, regardless of your sex, gender, age, race, ethnicity, disability, sexuality, gender identity, neurodiverse qualities, religion or belief, marital status, pregnancy, or maternity status.

Inmarsat is signed up to the Halo Hair Code, which aims to protect employees who come to work with natural hair and protective hairstyles associated with their racial, ethnic, and cultural identities.

To give you the best experience possible during your application process and interview, we can make adjustments. For example, if you’re visually impaired we’ll happily meet you locally and help you find your way to our office, or if you have neurodiverse qualities, we can provide you with additional support to help you prepare for your interview. Please let our Resourcing Team know if there are any ways in which we can support you.