Vice President - Indirect Channels and Vertical Solutions

Overview

ST Engineering iDirect is a global leader in satellite communications (satcom) providing technology and solutions that enable its customers to expand their business, differentiate their services and optimize their satcom networks. 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!

We are searching for a Vice President of Global Indirect Sales and Strategic Partnerships will be responsible for developing and executing strategies to drive sales through indirect channels, such as distributors, resellers, partners, and alliances. This role involves a full revision of the existing Channel Partner Program, recruitment of new, strategic channels, enablement and growth of existing partner relationships and ensuring that regional sales targets are achieved through effective channel management.

Additionally, this role will be responsible for developing partnerships and strategic alliances with companies offering “ over the top” solutions to enhance the iDirect S olutions P ortfolio.

The VP will play a key role in expanding the company's market reach , optimizing the performance of the indirect sales network and creating additional value and new revenue streams through the development of the iDirect Solutions Portfolio .

Responsibilities

Strategic Leadership:

• Develop and implement a global indirect sales Go to Market strategy aligned with the company's overall sales objectives
• Completely revise existing Channel Partner program for roll out in 2025 - inclusive of new disco unting, tiering, packaging, contracts, etc.
• Identify and develop partnerships and strategic alliances with providers of “over the top” solutions to create added value, differentiation and additional revenue streams
• Identify and prioritize key markets and partners to drive growth
• Set goals and performance metrics for the regional sales team members currently assigned to the management of the channel partner base; in alignment, with the Regional Vice Presidents
  
  
  

Channel , Partner And Alliance Management

• Establish and maintain relationships with key distributors, resellers, partners, and alliances
• Actively n egotiate and manage contracts, ensuring mutually beneficial terms ; work cross functionally with Legal to revise and update existing customer contracts
• Develop and execute partner enablement programs, including training and support
• Oversee the Business Development Team in build ing, developing and maintain ing partnerships with key solutions providers
  
  
  

Sales Management

• This role is responsible for directly managing Business Development and the Indirect Channels Program Teams
• Although Sales headcount will report directly to the Regional Sales Teams with dotted lines into Indirect Channels; the VP of Global Indirect Sales should consider themselves a leader and a mentor, to the sales team members who will be managing Indirect Accounts
• Monitor and analyze sales performance as it pertains to the revenue generated by Indirect Channels and the Solutions Business , providing regular reports and insights to senior management
• Ensure that sales targets are met or exceeded through effective , per account, channel strategies
  
  
  

Business Development

• Identify and recruit new partners to expand the company's indirect sales network
• Collaborate with regional Sales, marketing and product teams to develop channel-specific campaigns and promotions
• Drive joint business planning with partners to maximize growth opportunities ; potentially developing joint “ G o to Market” plans, utilizing co-marketing funds, etc.
• Identify and develop new partnerships and a lliances (both individually and through the Business Development Team) for the inclusion of new solutions into the iDirect Solutions Portfolio . Determining the necessary commercials, sales motions, integration etc. associated with each opportunity
  
  
  

M Arket Analysis

• Conduct thorough market research to understand industry trends and competitive landscape and incorporate this information into the indirect channel partner recruitment strategy
• Leverage market research to investigate new solutions or feature sets to increase differentiation and create additional value for customers
• Provide strategic recommendations based on market insights and partner feedback
• Adapt sales strategies to respond to changing market conditions and partner needs
  
  
  

Cross-functional Collaboration

• Coordinate with regional sales teams to ensure consistency and efficiency in channel management and the sale of the Solutions Portfolio
• Work closely with internal teams, including marketing, product development, and customer support, to ensure alignment and support for indirect sales initiatives
• Develop and m aintain a strong relationship with Product as it pertains to the Solutions Portfolio
• Provide coord ination point for all cross functional activities as they pertain to Indirect Channels , inclusive of, but not limited to: RFX response s, marketing campaigns, organizational change requirements such as pricing increases, product E nd o f L ife , etc.
  
  
  

Reporting And Analysis

• Provide weekly re porting on revenue generated by indirect partner sales and the Solutions Business - in conjunction with regional revenue reporting
• Prepare regular reports on indirect sales performance, market trends, and strategic initiatives
• Use data and analytics to drive decision-making and optimize channel performance
  
  
  

Qualifications

• Bachelor’s degree required ; MBA or advanced degree preferred.
• 15 + years of experience in sales, with a focus on indirect sales or channel management
• Experience in managi ng high performing teams is required
• Minimum of 10 years sales experience in the Satellite Industry , with a focus on indirect sales and channel management is required
• Experience in revising an existing Indirect Channel Partner Program is required ; building an Indirect Channel Program from inception , is strongly preferred
• Experience in researching , productizing and bringing Value Added Solutions to Market
• Proven track record of success in managing global sales teams and achieving sales targets
• Strong understanding of indirect sales models and partner ecosystems as they pertain to the Satellite Industry is required (experie nce in the Ground Infrastructure segment is preferred)
• Excellent leadership, communication, and negotiation skills
• Ability to travel globally as required
  
  
  

Preferred Skills

• Strategic Vision
• Relationship Management
• Financial Acumen
• Fluency in multiple languages
• Negotiation and Influence
• Analytical Thinking
• Adaptability and Resilience
• Experience with the Telco Industry (either through partnership , sales into, or previous employment)
• Knowledge of CRM and partner management tools (ability to assess existing tools and provided updated requirements for implementation)