Director of Channel Development

About Cobham SATCOM

Cobham SATCOM is a leading global technology company in the satellite communications industry. With a mission to keep people safe and connected, even in the most remote areas, Cobham SATCOM plays a vital role in military, government, and maritime communication. As a growing global technology player with over 500 employees worldwide, Cobham SATCOM leads the way in remote communication, delivering solutions that make a difference for people in emergencies, disaster areas, and on the open sea.

About the Department

As the Director of Channel Development, you will be part of the Critical Communications department, which focuses on hardware and technology used on land by, among others, ambulances, fire departments, and soldiers. The sales department within Critical Communications is divided into two teams; Solutions and Channel. The Channel team, which you will lead, is distributed globally with members in Lyngby, the UK, and Asia, and plays a key role in the company’s sales strategy.

About the Position and Responsibilities as Director of Channel Development

As the Director of Channel Development, your primary responsibility will be to lead and develop the channel sales strategy, which is the source of Cobham SATCOM’s largest sales. You will be responsible for identifying, recruiting, and managing channel partners globally, and leading a team of 3-4 employees by providing guidance and support to maximize the potential of our partner relationships.
You will work closely with the Head of Solutions to ensure strong synergy between solution sales and channel sales, with the aim of optimizing revenue and tailoring our offerings to customer needs. This requires strong interpersonal skills and a deep understanding of channel sales, as you will collaborate closely with partners and customers worldwide.
Travel activity is an essential part of the position, with an expectation of approximately 80 travel days per year to develop and nurture partner channels.

Your main responsibilities will include:

• Managing the sale of standard satellite products through a global network of channel partners.
• Responsibility for the annual global channel sales quota.
• Establishing and maintaining structured performance monitoring of channel partners.
• Identifying and integrating new channel partners.
• Identifying solution sales opportunities through partner interaction.
• Participation in conferences and trade shows.
• Effective management of sales pipeline (CRM).
• Ensuring legal compliance with channel contracts.

Qualifications

Cobham SATCOM is seeking a candidate with proven experience in channel management and a strategic mindset that thrives in a fast-paced environment and has a strong interest in building and nurturing strategic partnerships in channel sales. You must have the ability to work across different cultures and have a strong sales and business understanding.
Are you ready to make a difference in a company that connects the world in the most remote places?

This recruitment is assisted by Capax Recruitment. If you would like to learn more about the position, please feel free to reach out to William Pokriva at wpo@capax.dk.