Director - Regional Sales and Account Management
US-MD-Germantown
Attract-careers1
Req #: 97617
Type: Fulltime-Regular
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Overview: EchoStar has an exciting opportunity for a Director - Sales to drive IFC (In-Flight connectivity) growth and revenue in North and South Americas regions by developing airline partnerships, capturing new business, and ensuring customer satisfaction from proposal to service launch. Responsibilities: As the Capture Team Leader for the company, you will lead all market capture activities and represent Hughes as the primary point of contact for airlines in the North and South Americas regions. You will oversee both tactical and strategic engagement with airlines to achieve business objectives and strengthen Hughes' market position. Key Responsibilities: * Act as the company's Capture Team Leader, driving all market capture and sales activities from pre-proposal through contract negotiation and signing to achieve aviation order intake (OI) and revenue targets, and establish a foundation for sustainable, profitable growth * Build and maintain influential relationships with key airline decision-makers and IFC stakeholders * Serve as the primary contact for airlines, developing a deep understanding of each carrier's connectivity goals, challenges, and strategic priorities * Negotiate complex commercial agreements, ensuring mutually beneficial outcomes aligned with Hughes' strategic and financial objectives * Provide ongoing market intelligence, anticipating industry trends, competitor actions, and technological developments to guide business strategy * Collaborate with internal stakeholders to align product development, pricing, and market positioning with customer requirements * Lead the preparation and submission of competitive and high-quality RFIs, RFPs, and RFQs that reflect customer needs and the Hughes value proposition * Represent Hughes at trade shows, OEM forums, and industry events, acting as an influential voice within the global airline community * Develop and implement airline-specific sales programs to increase take-up rates and revenue performance * Identify key influencers and decision-makers within airline organizations and create targeted engagement plans, leveraging C-suite support when necessary * Collaborate proactively with internal stakeholders to identify new opportunities for passenger usage growth and third-party partnerships Qualifications: Education and Experience: * Bachelor's degree in business or engineering, master's degree preferred * 15+ years of experience working across North and South Americas regions within the commercial aviation industry * 10+ years of experience in aviation, IFC and/or satellite connectivity * Prior experience in sales, account management, and market capture Skills and Qualifications: * Substantial sales and market development experience, preferably direct to airlines * Strong track record in complex B2B negotiations * Deep relationships with airlines, OEMs, and key industry stakeholders * Expert in strategic selling, revenue growth, and commercial innovation * Dynamic communicator and confident C-suite presenter You will participate in the 2026 EchoStar North American Sales Compensation Program (ENSCP). The potential total compensation value, commission plus base salary, of that program for you is up to $300K annually at target with additional compensation above quota. Visa sponsorship not available for this role
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