Senior Account Mgr | Business Development: DIRECTV In Motion

DIRECTV is seeking an experienced and strategically minded Sales and Business Development Manager to support the continued growth of its Mobile Transportation Vertical, with a specific focus on delivering live television services across the commercial aviation, business aviation, long-haul trucking, maritime, rail, bus, and government/military sectors.

This individual will be responsible for identifying and cultivating new business opportunities, managing strategic partnerships, and driving revenue through direct sales and partner-led initiatives. The ideal candidate will possess a deep understanding of mobility markets, a strong technical acumen in satellite or IP-based entertainment delivery, and a proven ability to navigate complex B2B sales environments.

Here's what you’ll do:

Strategic Sales & Revenue Generation

• Develop and execute comprehensive sales strategies aligned with DIRECTV’s objectives in the transportation and mobility sectors.
• Drive customer acquisition through proactive engagement, proposal development, and contract negotiation with enterprise clients.
• Manage and expand a pipeline of qualified opportunities to achieve revenue and growth targets.
• Develop and execute go-to-market strategies to drive adoption of DIRECTV’s live TV solutions across targeted mobile segments.
• Build and manage a robust sales pipeline using CRM tools (e.g., Salesforce).
• Lead contract negotiations, pricing discussions, and proposal development.

Business Development & Market Expansion

• Identify, engage, and develop relationships with potential customers and channel partners, including OEMs, systems integrators, service providers, and fleet operators.
• Explore and cultivate new verticals and use cases for DIRECTV’s live television services in mobile environments.
• Identify and engage new B2B opportunities with transportation companies, aircraft operators, trucking fleets, maritime organizations, and government entities.
• Foster relationships with OEMs, integrators, resellers, and in-flight connectivity (IFC) providers to develop channel partnerships.

Account & Partner Management

• Serve as the primary point of contact for key accounts, ensuring a high level of customer satisfaction and long-term retention.
• Collaborate with cross-functional teams to oversee implementation, activation, and ongoing service performance.
• Ensure high customer satisfaction, renewal, and upsell opportunities.

Market Intelligence & Competitive Analysis

• Conduct ongoing market analysis to inform strategic planning and product positioning.
• Maintain a thorough understanding of competitors, regulatory developments, and emerging technologies relevant to mobile content distribution.
• Provide feedback to product, marketing, and executive leadership to refine solutions and offerings.

Internal Collaboration & Reporting

• Interface with internal stakeholders in Product, Legal, Engineering, Finance, and Marketing to ensure alignment across all stages of the customer lifecycle.
• Provide regular updates and reporting to senior leadership regarding pipeline health, forecast accuracy, and strategic initiatives.
• Participate in trade shows, industry conferences, and customer workshops.

What you’ll need to be successful:

Education

• Bachelor’s degree in Business, Marketing, Engineering, or a related discipline is required; MBA or equivalent advanced degree is preferred.

Experience

• Minimum of 3 – 5 years of experience in business development or enterprise sales, preferably within the telecommunications, media, satellite, aviation, content, mobile transportation, or defense sectors.
• Demonstrated success in securing and managing high-value contracts and strategic partnerships.

Skills & Competencies

• Exceptional communication, negotiation, and presentation skills.
• Strong analytical and organizational abilities, with a solution-oriented approach.
• Familiarity with mobility technologies such as satellite TV (e.g., Ku/Ka-band), IP content delivery, and in-transit entertainment platforms.
• Experience working with or within regulated industries (e.g., aviation, maritime, government contracting) is highly desirable.

Preferred Industry Experience

• Commercial and business aviation (airlines, charter operators, OEMs).
• Maritime (passenger cruise lines, cargo, oil & gas fleets).
• Long-haul trucking and telematics.
• Government and military contracting (DoD, DHS, federal integrators).