Director, Business Development (Cyber Security & PAM Ecosystem)

Company OverviewIridium 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 ecosystemManage strategic alliance development by identifying, cultivating, and securing high‑value partnerships that drive long‑term channel revenueOversee negotiation of integration and commercial agreements, including API access, co‑marketing, certification, and revenue‑share structuresSupervise partnership lifecycle activities including LOIs, pilot commitments, integration planning, and milestone trackingDirect analysis efforts to validate partner use cases, integration architecture, and market fit for satellite‑based out‑of‑band authentication and secure communicationsUtilize 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 vendorBe responsible for coordinating with Product Management and Engineering on integration architecture, certification standards, and development timelinesInform product development and management efforts with insights and intelligence on pain points and market requirementsWork independently to represent Iridium at major industry conferences and partner advisory councils, positioning Iridium’s differentiated capabilitiesDrive pipeline modeling, forecasting, and executive reporting, ensuring transparency into milestones and revenue potentialLead the future hiring, development, and mentorship of a small cyber‑focused business development team as the channel expandsWhat 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 degree15+ years of relevant experience in the security, cybersecurity, technology partnership, or business development industryExperience working directly within the PAM/IAM vendor ecosystemEstablished high-level connections and networks within the targe partner ecosystemAbility to interface with the management teams of the target partners at all levels, from senior roles to junior roles, business to technicalAble to understand and simplify complex and vague concepts, confidently drive executive discussions, make high impact decisions, and respond to difficult or ambiguous situationsExcellent communication skills, with the ability to present information, drive discussion, and respond to difficult scenarios with limited preparation across all employee groupsAbility to work independently and to focus on achieving resultsCapable of being a strong motivator and source of direction for your team and exemplifying commitment to your team’s goalsAble to confidently drive discussions, raise support for key ideas, and tailor your communication style to a wide range of audiencesPossess the creativity, resourcefulness, and decisiveness needed to manage risks and respond to critical situationsHave a strong sense of urgency in driving projects to completion and be motivated to achieve outcomes and resultsExcellent prioritization skills and the ability to effectively coordinate the activities of multiple groupsThings That Would be Great if You Brought to the Table:MBAKnowledge of satellite or out‑of‑band security architecturesCISSP, CISM, or other technical cybersecurity certificationsExperience selling or partnering in critical infrastructure marketsWe’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 stakeholdersBe 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. citizenWork 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 InformationThis 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 SummaryCategory: SalesWorker Category: Regular Full-Time[F]