Director, Business Development (Cyber Security & PAM Ecosystem)

Company Overview

Iridium is an award-winning and innovative satellite communications company with bragging rights to the only network that offers voice and data connectivity anywhere in the world.   For over 20 years, Iridium’s unique network and services have supported critical communications needs for individuals, businesses, and the evolving Internet of Things.

 

At Iridium, we understand the importance of staying connected and the limitations of traditional communications networks. People across the globe, including first responders, humanitarians, global militaries, scientific researchers, and lone workers, as well as ships, aircraft and remote operations all rely on Iridium to stay connected. We take our responsibility for providing these essential communications very seriously and pride ourselves on offering a reliable lifeline when needed.  Likewise, Iridium is committed to providing an exciting and innovative workplace, where employees are challenged to think outside the box and collaborate on new, bold ideas and solutions.  Our talented teams are passionate about their work and the impact our company makes around the world.  Iridium fosters an empowering and inclusive culture that allows employees to genuinely be their best selves.   We are looking for others who want to join this truly unique company that celebrates our employees and provides the opportunity to truly make a difference in the world.

 

What We’re Looking For:

If you have deep experience in cybersecurity alliances, identity security ecosystems, and building strategic technology partnerships, you will be excited about the Director, Business Development opportunity within the PNT organization. In this role, you will spearhead growth in the privileged access management (PAM), identity, hardware security, and zero‑trust markets — a critical revenue engine for Iridium’s emerging PNT capabilities. You will build high‑impact executive relationships, negotiate technology integration agreements, and establish joint value propositions that highlight Iridium’s differentiated satellite‑based out‑of‑band authentication and secure communications channel.

 

Your work will directly shape the most significant future revenue line for the business, driving partner commitments, market validation, and long‑term commercial expansion. You will thrive here if you excel at navigating complex, technical partner ecosystems, influencing cross‑functional stakeholders, leading business development strategies in highly technical security domains, and designing and closing partnership deals and arrangements.

What You’ll Do:

• Foster and develop highly effective relationships with Tier‑1 PAM, identity, hardware security, and zero‑trust vendors to expand Iridium’s PNT partner ecosystem
• Manage strategic alliance development by identifying, cultivating, and securing high‑value partnerships that drive long‑term channel revenue
• Oversee negotiation of integration and commercial agreements, including API access, co‑marketing, certification, and revenue‑share structures
• Supervise partnership lifecycle activities including LOIs, pilot commitments, integration planning, and milestone tracking
• Direct analysis efforts to validate partner use cases, integration architecture, and market fit for satellite‑based out‑of‑band authentication and secure communications
• Utilize broad cybersecurity and identity market expertise to assess partner opportunities and determine the optimal joint value proposition and go-to-market model for each strategic vendor
• Be responsible for coordinating with Product Management and Engineering on integration architecture, certification standards, and development timelines
• Inform product development and management efforts with insights and intelligence on pain points and market requirements
• Work independently to represent Iridium at major industry conferences and partner advisory councils, positioning Iridium’s differentiated capabilities
• Drive pipeline modeling, forecasting, and executive reporting, ensuring transparency into milestones and revenue potential
• Lead the future hiring, development, and mentorship of a small cyber‑focused business development team as the channel expands

What You’ll Need to Succeed:

• Bachelor’s degree in Business, Engineering, Computer Science, Cybersecurity, or a related field OR equivalent relevant experience in lieu of a degree
• 15+ years of relevant experience in the security, cybersecurity, technology partnership, or business development industry
• Experience working directly within the PAM/IAM vendor ecosystem
• Established high-level connections and networks within the targe partner ecosystem
• Ability to interface with the management teams of the target partners at all leve