Sales Director - USG Primes VAR

Who are we?

We hire those that seek to innovate across people, process and technology. Join our global workforce, visualise the future and strive for success. Our engineering campus and corporate offices in the UK and US are optimal environments for ideas and innovation to flourish.

ALL.SPACE, formerly Isotropic Systems, has developed the 5th generation smart terminal, capable of linking with all satellites, all networks, in all orbits, all at once. Our ground-breaking software-defined service enablement platform integrates intelligent routing, edge computing and on-demand services to deliver unprecedented network resilience and application performance. Whether you're on land, sea or air, we ensure that you stay connected.

Visit www.all.space to learn more.

Requirements

This position will play a crucial role in establishing, scaling and maintaining strategic partnerships with primes and value-added resellers for ALL.SPACE and be the growth contribution engine for scaling the USG sales territory. Developing strategic relationships, driving sales and profitable growth, and ensuring effective collaboration between the channel partners primes, VARs and ALL.SPACE.

Partner Prime and VAR Development and Growth Management:

• Identify and onboard Primes and Value-Added Resellers who specialise in government satcom sales and have accredited acceptance as Value-Added Reseller’ already on an existing (managed) service POR
• Establish strong relationships with the channel partners, including resellers, distributors, and systems integrators.
• Collaborate with partner primes and VAR to develop joint business plans and sales strategies aligned with government procurement goals and ALL.SPACE objectives.
• Conduct and drive regular focused business reviews with partners to assess performance, identify areas of improvement, and ensure alignment with organizational objectives.
• Deliver and Implement Global Account Strategy for Primes and VARs, with Quota (Booking & Revenue) coverage of, identifying the highest right to win opportunities linked to Defense and ensure full account coverage of this at multiple levels
• Drive revenue growth through channel partners and VARS by setting sales growth targets, monitoring performance, and providing guidance on sales strategies.
• Collaborate with channel partners and VARS to develop and execute marketing campaigns and lead generation activities targeting government customers, segments.
• Identify new business opportunities and use cases within the government sector and coordinate efforts with channel partners, VARs to pursue and win contracts.
• Track and report on sales performance, market trends, and competitive activities to management and channel partners.
• Educate and train channel partners and VAR on the ALL.SPACE offering so they are self-sufficient, and work with legal and commercial team to onboard team with signed agreements so we scale the GTM and execution across our Sales Process.
• Collaborate with marketing and sales teams to develop government-focused sales collateral, presentations, and proposal templates.
• Provide guidance and support in responding to government bids, proposals, & contracts.
• Stay updated on government procurement regulations, policies, and trends to effectively advise partners, VARs and align sales strategies.
• Foster strong relationships with government agencies, stakeholders, and key decision-makers to enhance the organization's positioning and influence, and manage channel partner conflict with Direct engagements.
• Participate in industry events, conferences, and government procurement forums to expand ALL.SPACE networks and generate new leads and prospects.
• Act as a liaison between channel partners, VARS and internal sales commercial teams, ensuring effective communication, coordination, and issue resolution.
• Partner Prime and VAR Sales Growth and Performance:
• Government Sales Enablement:
• Relationship Management:

Qualifications, Experience and Skills:

• Proven experience in building and maintaining strategic channel partner prime, VAR management, business development, or sales within the government sector, and coincides with strong knowledge of government procurement processes, regulations, and compliance requirements.
• Extensive knowledge of the current and future technology needs, market trends, and procurement practices in Government arena.
• Results-driven with a proven track record of meeting or exceeding partner prime, VARs sales targets.
• Highly qualified candidates with a b