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!

ST Engineering iDirect is seeking a Channel Account Manager who will be key member of the Global Sales Team.

Overview

ST Engineering iDirect is seeking an experienced sales professional who will be key in achieving its aggressive growth targets in the Middle East. This role combines the responsibilities of a Sales Director and Channel Account Manager.

This person requires a blend of strong business and financial skills, technical sales experience, and the ability to manage a range of accounts whilst growing business in their territory. By efficiently identifying strategic contacts, establishing relationships, and understanding potential commercial opportunities across the ST Engineering iDirect product portfolio, the Sales Director will then further develop the opportunity. The ability to assess the business opportunity and articulate the value both internally and to the potential customer will be a critical responsibility.

As the 1st-tier assessment filter, an understanding not only of the satellite communications industry but also the ST Engineering iDirect solutions portfolio and overall strategy will be required in order to balance the appropriate amount of time and effort into evaluating opportunities with the availability of limited resources. Once the potential account and business opportunity have been successfully defined, the Sales Director, together with the Dubai office General Manager, Regional Vice President, and Systems Engineering resources will leverage internal resources to bring the deal to closure.

A technical understanding will be beneficial, though the in-depth technical, product, and/or industry assessments will be done leveraging resources from other iDirect teams and, potentially, strategic partners. The ability to identify the key decision makers and opportunity value within an account will be a key skill for this role, crafting the right message and team for each unique touch point within an account.

Job Summary:

The Channel Account Manager (CAM) role is responsible for recruiting, developing, maintaining, and expanding relationships with assigned, regional channel partners. The CAM will work closely with these partners to drive sales, meet revenue targets, and ensure successful deployment and use of the company’s products and services. This role involves both partner management and sales acumen, requiring the ability to understand partner needs, align them with company offerings, and drive mutually beneficial business outcomes.

The Sales Director role will be responsible for named accounts with an associated target. This role will be key in achieving iDirect’s aggressive growth targets in the Middle East.

• Key Responsibilities:

   

  Partner Relationship Management:

  • Develop and maintain strong, long-term relationships with channel partners
  • Act as the primary point of contact for all channel partners
  • Conduct regular business reviews with partners to ensure alignment on goals and objectives
  • Address partner inquiries and issues promptly and effectively

   

  Sales and Revenue Growth:

  • Own and develop a 3-year territory and account growth plan
  • Drive sales growth through channel partners by developing and executing joint business plans
  • Identify opportunities for upselling and cross-selling within the partner ecosystem
  • Meet or exceed quarterly and annual sales targets
  • Assist partners in creating sales proposals, presentations, and product demonstrations

   

  Channel Enablement:

  • Organize/provide training and support to channel partners on the company’s products, services, and sales processes
  • Develop and deliver presentations and product demonstrations tailored to partner needs
  • Assist partners in building marketing strategies and campaigns that drive demand
  • Share best practices and success stories to improve partner performance

   

  Market and Competitive Analysis:

  • Monitor market trends, competitive products, and partner performance to provide insights to internal teams
  • Identify new market opportunities and potential channel partners

   

  Collaboration and Communication:

  • Collaborate with internal teams (e.g., Marketing, Product, Customer Success) to align on strategies and support partner success
  • Communicate effectively with partners about product updates, company initiatives, and promotional opportunities
  • Ensure accurate and timely reporting of sales activities and partner status

• Education: Bachelor’s degree in Business, Marketing, Sales, or a related field

   

  Experience: 3-5 years of experience in channel sales, account management, or a similar role, in the Satellite Industry.

   

  Skills:

  • Strong sales acumen with a proven track record of achieving sales targets
  • Excellent relationship-building and interpersonal skills
  • Ability to manage multiple partners and prioritize tasks effectively
  • Strong communication and presentation skills
  • Proficiency in CRM tools and Microsoft Office Suite

   

  Other Requirements:

  • Ability to travel up to [percentage]% as required for partner meetings and events
  • Experience in [specific industry or technology] is a plus