Director, Business Development (Cyber Security & PAM Ecosystem)

Posted 19 days ago

iridiumMcLean (VA)

Security Management Specialists Satellite Telecommunications

SENIORITY

Manager

SALARY

$235,000 - $306,000

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About the role

Company Overview: Iridium is an award-winning satellite communications company operating the world's only truly global voice and data network, delivering reliable connectivity anywhere on Earth. For more than 20 years, Iridium has powered mission-critical communications for governments, businesses, aviation, maritime, and the rapidly expanding Internet of Things. Now part of Iridium, Aireon is the world's only space-based air traffic surveillance system, providing real-time visibility of aircraft over oceans, the poles, and remote regions. Together, Iridium and Aireon are helping build a safer, more connected, and more efficient future for global aviation. Join our team and help shape how the world stays connected. We foster a collaborative, inclusive culture where employees are empowered to innovate, grow professionally, and make a meaningful impact.

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 levels, from senior roles to junior roles, business to technical
Able to understand and simplify complex and vague concepts, confidently drive executive discussions, make high impact decisions, and respond to difficult or ambiguous situations
Excellent communication skills, with the ability to present information, drive discussion, and respond to difficult scenarios with limited preparation across all employee groups
Ability to work independently and to focus on achieving results
Capable of being a strong motivator and source of direction for your team and exemplifying commitment to your team's goals
Able to confidently drive discussions, raise support for key ideas, and tailor your communication style to a wide range of audiences
Possess the creativity, resourcefulness, and decisiveness needed to manage risks and respond to critical situations
Have a strong sense of urgency in driving projects to completion and be motivated to achieve outcomes and results
Excellent prioritization skills and the ability to effectively coordinate the activities of multiple groups
Things That Would be Great if You Brought to the Table: MBAKnowledge of satellite or out‐of‐band security architecturesCISSP, CISM, or other technical cybersecurity certifications
Experience selling or partnering in critical infrastructure markets
We'll also need you to: Be able to work in the office at least 4 or more days a week to foster collaboration with the team and stakeholders

Be able to travel up to 30%This position directly performs under, supports, or is exposed to a U.S. government contract. To comply with the requirements of that U.S. government contract, applicants for this position must be U.S. citizen

Work Environment: This position primarily works in an office setting and is largely sedentary with the majority of the position working with a computer. The role typically requires the use of basic office equipment such as a phone, video, computer, keyboard, mouse, and printer. We believe in-person connection drives innovation, strengthens mentorship, and builds culture, while flexibility enables employees to do their best work. Under Iridium's Hybrid Work Policy, employees are expected to work at least four days per week (approximately 80%) in an Iridium office to support collaboration, relationship-building, and professional growth.

Additional Information: This job description outlines the general nature and level of work for this role and is not a comprehensive list of duties, responsibilities, or qualifications. Employees may be assigned additional responsibilities as needed. Base Pay Range: $235,000 - $306,000 USDActual compensation will be determined based on a variety of factors and this range represents an estimate of compensation at the time of posting. Base salary is only one part of our compensation package for this role. You may also be eligible for company stock and annual bonus. Employee benefits also include medical, dental, and vision insurance coverage; 401(k) retirement plan options; paid time off and paid holidays; paid parental leave; and other discounts and perks. Iridium is an Equal Opportunity Employer, including individuals with disabilities and protected veterans.

Job Summary

Category: SalesWorker Category: Regular Full-Time[F]

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