Channel Partner Director, FlexAir Aeronautical Services

Req ID:  28738
Travel:  Less than 40%

McLean, VA, US, 22101

Education:  Four-year college degree
Experience:  At least 10 years of experience required
Equivalency:  Combination of education & experience considered


Equal Opportunity/Affirmative Action Employer including Vets and Disabled


No. Vacancies: 1

FLSA: Exempt

Department: 17400.Intelsat General

Location: McLean, VA 

Travel %: Less than 40%

Education: Four-year college degree

Experience: At least 10 years of experience required



Your role in helping us shape the future:

In this dynamic role, you will be the accountable owner of overall relationships with key channel partners for Intelsat General Communication's aeronautical product portfolio developed specifically for the US and Global Government markets. You’ll work in close coordination with the product management and product marketing teams to launch new products and support existing products thru channel partners. This position teams closely with channel partners' commercial and financial teams to develop programs to increase Defense/Military and Civilian Government end-customer adoption, usage levels, and market penetration. Working with the commercialization and finance teams will be critical to define and manage pricing, to improve product margins, and to track revenue against targets. Drive development of toolsets and methodologies to improve business practices and efficiencies. Develop and track channel performance metrics to meet business goals.

Reporting to the Regional VP of Sales, the position’s primary purpose will be as follows: 

  • Through incentive, you’ll generate new revenue via Channel Partner sales as measured against established revenue targets. 
  • Develop and manage IGC’s channel partners and associated distribution strategy for IGC’s FlexAir aeronautical managed service portfolio.
  • Build and maintain strong collaborative working relationships new and existing channel partners. 
  • Work with the internal product management and product marketing teams to successfully launch new products through new and existing channel partners. 
  • Coordinate with IGC Sales and Business Development teams to establish cohesive bid and capture strategies for identified market opportunities.

Are you up to the challenge?


  • Generation of new revenue via new and existing Channel Partners as measured against established current year and future revenue targets.
  • Channel partnership development and management for IGC’s FlexAir & FlexGround managed services product portfolio. 
  • Create and maintain strong collaborative working relationships with channel partners.
  • Represent channel partner identified requirements and product enhancements to the IGC product management team. 
  • Develop, Support and implement new product launches via integrated campaigns with channel partner and IGC’s product management and marketing teams.
  • Collaboration with IGC’s Sales, Business Development, Product Management and finance teams to develop pricing strategy and models that are aimed at maximizing revenue and margin generation.
  • Collaboration with partners and IGC/Intelsat channel marketing campaign manager to establish marketing budget allocation, marketing goals, tactics, and ROI measurement for allocated funding.
  • Work closely with channel partners to identify and prioritize joint sales and marketing opportunities with IGC’s sales and business development teams to grow revenue.
  • Co-create commercial insights leveraging channel partner unique strengths combined with Intelsat’s unique strengths.
  • Support Sales Operation to insure metric measurement and reporting framework is in place to track and communicate active pipeline, success of programs and evolving market requirements. Manage partner reports to ensure partner engagement, maximizing channel marketing budgets and effectiveness of programs.
  • Lead regularly scheduled Channel Partner performance reviews and communicate with partners including, but not limited to webinars and quarterly calls.
  • Work collaboratively with the Product Manager, Regional Marketing Manager, Channel Marketing Campaigns Manager to develop collateral, presentations, sales tools and a full array of channel materials that convey the value of IGC’s solutions, with communications that advance partner effectiveness and engage prospects. 
  • Collaborate with the Business Management team to define sales channel governance and channel conflict mitigation


Can you drive these processes?


  • Support for development of toolsets and methodologies to improve business practices and   efficiencies. 
  • Support finance & business management teams to insure correct revenue recognition and tracking processes are in place.
  • Support the development and tracking channel performance metrics to meet business goals.
  • Develop a deep understanding of IGC’s product portfolios and of customer needs across the globe
  • Drive channel partnership initiatives to grow revenue and guide future product roadmaps to bridge market gaps.    


You should definitely have:


  • Business degree from an accredited university (An equivalent combination of education and experience will be considered in lieu of the stated minimum education and experience requirements).
  • Seven (7) or more years of relevant experience in channel management with overall relevant experience of ten (10) years.
  • Successful track record in business development and/or sales targeting US Government, US Defense, and Global Government markets.
  • United States Citizenship is required.
  • Must be able to obtain and maintain a US Government Security clearance at the Secret level. 
  • Experience managing a product and/or service distribution channel program.
  • Must have an in-depth understanding of the leadership structure and needs of the US DoD and military services.
  • Familiarity with the satellite industry, SATCOM ground mobility and airborne satcom ecosystems is a plus, but not required
  • Knowledge of, or experience in the Aeronautical industry is a plus, but not required.
  • Ability and willingness to travel domestically and internationally up to 30% as needed, to meet business demands.
  • Must possess superior analytical abilities to: accurately identify opportunities and appropriately assess their value to the company; analyze requirements and bid evaluation criteria to develop the effective win strategies.
  • Effective written and oral English language communication skills, including polished presentation skills.
  • Ability to effectively develop and communicate channel plans and messaging across multiple constituencies in the organization. 
  • Excellent organization skills, capability to manage multiple tasks, meet deadlines, and deliver accurate and quality work.
  • Proactive, autonomous and self-motivated
  • Strong team player with good leadership skills to push important initiatives, while also being accountable for driving channel partner needs and requirements, with ultimate goal of increasing revenue generation and retention.
  • Business thinker with solid strategic skills and capacity to understand the business from a market and financial impact perspective.
  • Location in Washington DC Metropolitan Area will have preference.


What it’s like to work with us:

Intelsat is connecting the world and transforming the satellite landscape by reaching beyond the traditional satellite industry. We are defining new products that will open new, profitable markets. To help us reach this goal, you should be a bold thinker who will perform a key role in shaping Intelsat innovation for years to come.

  • We emphasize personal and professional growth
  • Awesome benefits including PTO, medical, tuition reimbursement, and training
  • Fun, diverse, and inclusive culture
    Other Job Info:
  • These statements are intended to describe the general nature and level of work being performed by employees assigned to this job.  This is not intended to be an exhaustive list of all responsibilities, duties, and skills required of employees assigned to this job.

  • Job requires ability to lift up to 20 lbs


  • This role is subject to ITAR
  • Candidates must be a US Citizens
  • Please review the job bidding by current employees section in the employee handbook prior to applying for this position, thank you.
  • These statements are intended to describe the general nature and level of work being performed by employees assigned to this job.  This is not intended to be an exhaustive list of all responsibilities, duties, and skills required of employees assigned to this job.

Nearest Major Market: Washington DC