Head of Business Development - Maritime & Offshore Energy Satellite Connectivity

Job Summary:

We are seeking a strategic and commercially driven Head of Business Development to lead growth initiatives in the maritime and offshore energy sectors. This role focuses on driving revenue growth through direct client engagement, strategic partnerships, and market expansion for satellite connectivity services, including VSAT and next‑generation HTS/LEO/GEO solutions.

Key Responsibilities:

• Strategy & Market Development
  • Define and execute the commercial strategy for maritime and energy verticals across key geographies.
  • Identify market trends, customer pain points, and emerging opportunities in offshore, shipping, oil & gas, and renewable energy segments.
• Sales & Partnerships
  • Lead high‑value sales campaigns and key‑account negotiations with vessel operators, offshore energy companies, and system integrators.
  • Establish strategic partnerships with value‑added resellers, managed service providers, and OEMs.
• Customer & Stakeholder Engagement
  • Build and maintain executive‑level relationships with major customers and stakeholders.
  • Act as the customer advocate internally to ensure alignment across product, engineering, and operations.
• End‑User Engagement & Evangelisation
  • Engage directly with end users to promote awareness and adoption of satellite connectivity solutions.
  • Serve as a thought leader and evangelist in the maritime and energy industries, articulating value propositions and emerging capabilities.
• Channel Strategy & Development
  • Define and implement a global channel strategy to support scalable growth, including the identification, onboarding, and enablement of distributors and VARs, while supporting account directors in the development of strategic partners.
  • Monitor partner performance, optimise partner incentives and margins, and lead joint go‑to‑market initiatives.
• Industry Events & Trade Shows
  • Lead organization of events & trade shows for the Maritime BU relying on marketing and communication team.
  • Represent the company at key industry events, trade shows, and conferences.
  • Deliver presentations, participate in panels, and engage with potential clients and partners to elevate brand presence.
• Product & Solution Alignment
  • Collaborate with product and engineering teams to shape connectivity solutions tailored to sector‑specific requirements (e.g., low latency, high resilience, cybersecurity).
  • Provide market feedback to influence product development and service innovation.
• Team Leadership & Performance
  • Build, manage, and mentor a team of BD managers and sales specialists.
  • Set KPIs and sales targets; track performance and report to senior management.

Key Performance Indicators (KPIs):

• Revenue Growth
  • Achieve annual sales targets for the maritime and energy verticals (e.g., TBD $).
• End‑User Meetings Held
  • Target: X meetings per quarter with key maritime/energy operators, onboard teams, or technical end users (e.g., CTOs, fleet IT managers, rig connectivity leads).
• Customer Workshops & Demos Conducted
  • Target: At least 1–2 in‑depth workshops or technical demo sessions per month with prospective or existing end users.
  • Number of successful pilots or proof‑of‑concept projects with end users leading to full deployments or upsells (target: Y per year).
• Speaking Engagements & Thought Leadership
  • Target: Minimum 3 speaking slots, panels, or webinars per year at relevant maritime/energy industry events or forums.
• Pipeline Development
  • Build and maintain a robust sales pipeline with qualified opportunities covering at least 3× annual sales target.
  • Conversion rate of qualified leads to closed deals (target: 25–40%, depending on deal complexity).
• Customer Acquisition & Retention
  • Acquire new strategic customers in targeted segments (e.g., offshore wind, commercial shipping, oil & gas operators).
  • Maintain high customer retention rate (>90%) and expand share of wallet through upselling and cross‑selling.
  • Track NPS or CSAT among engaged customers — target > 60.
• Partnerships & Channels
  • Establish and manage 3–5 new strategic channel/reseller partnerships per year.
  • Grow indirect sales revenue via partner ecosystem by at least 20% annually.
• Go‑to‑Market Execution
  • Launch minimum two tailored GTM campaigns or initiatives per year in collaboration with marketing and product.
  • Reduce sales cycle duration by 10–20% through improved processes and account‑based strategies.
• Team Performance
  • Meet or exceed individual and team quota attainment targets.
  • Improve team productivity metrics (e.g., number of meetings per rep, proposal turnaround time).
• Market Intelligence & Influence
  • Deliver quarterly competitive analysis and customer insight reports to internal stakeholders.
  • Contribute to product roadmap with validated market requirements and use cases.

Requirements:

• 10+ years of commercial experience in satellite communications, telecoms, or a related industry.
• Proven track record in the maritime and/or energy sectors with deep industry networks.
• Strong understanding of satellite connectivity technologies (GEO/LEO/MEO, VSAT, HTS, etc.).
• Experience with complex solution sales, long sales cycles, and international B2B environments.
• Exceptional leadership, negotiation, and communication skills.
• Ability to travel globally as needed.

Desirable:

• Technical degree or background in engineering, telecommunications, or related field.
• Prior experience at a Telco, satellite operator, managed service provider, or maritime communications integrator.

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