Solution Partner Director, Managed Service Portfolio

Req ID:  32741
Travel:  Less than 30%

McLean, VA, US, 22102

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




Solution Partner Director, Managed Service Portfolio


Your role in helping us shape the future:

Own relationships and revenue generation with a select group of solution partners for Intelsat General Communication's (IGC) ground & aeronautical managed services product portfolio. Collaborate with the product management and product marketing teams to launch new products and services thru solution partners. Work with solution partners' sales & business development teams to develop programs to increase US Government Defense/Military and Federal/Civilian market penetration. Work with internal commercialization and finance teams to define and manage pricing, to improve product margins, and track revenue performance against established targets. Drive development of toolsets and methodologies to improve business practices and efficiencies for channel sales program. 


Are you up to the challenge?

  • Generate new and maintain existing revenues via solution partner sales activities as measured against established revenue targets.
  • Develop and manage solution partners and associated distribution strategy for IGC’s FlexGround & FlexAir managed service portfolio.
  • Collaborate with IGC/Intelsat product development and marketing teams to coordinate new product launches, establish marketing budget allocation, marketing goals, tactics, and ROI measurement for allocated channel program funding.
  • Lead regularly scheduled solution 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. 


Can you drive these processes?

  • Support the development of tool sets and methodologies to improve business practices and efficiencies associated with a channel distribution strategy.
  • Support finance & business management teams to ensure correct revenue recognition and tracking processes are in place.
  • Drive channel partnership initiatives to grow revenue and guide future product roadmaps to bridge market gaps.    


You should definitely have:

  • 4-year degree in Business from an accredited university (an equivalent combination of education and experience considered in lieu of the stated minimum education and experience requirements).
  • At least 10-years of relevant experience that includes at least 7-years of experience managing a product and/or service distribution channel program.
  • United States Citizenship and the ability to obtain and maintain a US Government Security clearance at the Secret level. 
  • Ability and willingness to travel domestically and internationally up to 30% as needed, to meet business demands.
  • In-depth understanding of the leadership structure and needs of the US DoD and Federal/Civilian agencies.
  • Familiarity with the satellite industry.
  • 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 and ability to effectively develop and communicate channel plans and messaging across multiple constituencies in the organization. 
  • Proactive, autonomous, and self-motivated.  Excellent organization skills, capability to manage multiple tasks, meet deadlines, and deliver accurate and quality work.
  • Create and maintain strong collaborative working relationships with solution partners.  A team player with the 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.


It would be nice if you had:

  • Familiarity with SATCOM ground mobility and airborne satcom ecosystems


What it’s like to work with us:

IGC & Intelsat are 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


  • Cndidates must be a US Citizen.
  • 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.
  • Company description: Intelsat is the largest provider of fixed satellite services worldwide. We enable providers of media, telecom and government services to deliver information and entertainment to people at home, in the office or on the move. On a day-to-day basis, Intelsat supplies video, data and voice connectivity in approximately 200 countries and territories for approximately 1,800 customers, many of which Intelsat has had relationships with for over 30 years. Some of the world’s leading media and communications companies, multinational corporations, Internet service providers and government/military organizations hallmark Intelsat’s customer base. Customers access capacity through extensive service offerings, which include transponder services, hybrid managed services combining satellite capacity and terrestrial facilities, and channel services.

Nearest Major Market: Washington DC