Head of Commercial

This is a part-time / contract role that could develop into a full-time role.

What We’re Looking For:

We are seeking a highly skilled and customer-focused Cybersecurity commercial lead with expertise in user authentication and cybersecurity solutions. The Senior Commercial Consultant is a key member of a startup team and will be responsible for the development and subsequent execution of the commercial and business development strategy. In this role, you will lead the efforts to define the product value proposition, to build the marketing collateral, to identify and engage potential customers, to drive interest and feedback market requirements, and to source partners to help us deploy our services across the regions. Key focus verticals include Telecom, Finance, Data Center, Public Safety, Utilities, Civil Government and Critical Infrastructure.

As the project evolves, there’s a potential for this role to expand in score and to become a permanent role in an exciting startup in a growing market sector.

What You’ll Do:

• Directly support the Head of the business in developing and implementing a full commercial strategy and deploy the business worldwide
• Draft the value proposition, and contribute to the development of the product portfolio and roadmap
• Create the necessary marketing collateral
• Identify and engage with potential customers across key verticals
• Deliver engaging product demonstrations and presentations to prospective clients, clearly showcasing the value and benefits of our authentication services
• Lead customer conversations, including technical discussions
• Build commercial / sales engineering capabilities within the organization
• Drive beta testing and early commercial engagement pre-commercialization of the product
• Proactively identify and recruit potential partners
• Support the business planning activities for the project
• Represent the company at marketing and other industry events and make public presentations when needed
• Stay up to date on the latest cybersecurity threats, industry trends, and emerging technologies related to identity and user authentication

As the business matures, you will also:

• Build a commercial team
• Manage a hybrid direct and indirect commercial model
• Manage customer relationships, support existing accounts and partnerships and grow their business by carrying out regular strategy planning meetings, delivering training of new products and services, and ensuring accounts have access to the necessary Iridium support tools to effectively sell our services
• Manage the distribution network and work closely with channel partners to create, implement, and monitor marketing plans and ensure that their business operations support requirements are satisfied
• Closely manage and maintain contacts, leads, opportunities, and account with Dynamic CRM
• Carry out demonstrations, training, seminars and road shows to promote commercial services

What You’ll Need to Succeed:

• Bachelor’s degree in Business, Marketing, Economics or related field
• 10 years of relevant experience in technical sales and sales management
• 5 years of experience in direct or indirect sales management
• Notable previous experience in Identity Management and Authentication industry and/or with IAM products
• Strong understanding of cybersecurity principles, with knowledge spanning authentication, identity management, network security, threat intelligence, and risk management
• Hands-on experience with identity, authentication, and access management technologies (e.g., SSO, MFA, OAuth, SAML, OIDC) is highly desirable
• Professional certifications such as CISSP, CISM, CEH, or equivalent are a plus
• Established connections within the target customer base and ability to rapidly engage potential customers
• Exceptional communication and presentation skills, with the ability to translate complex technical concepts for both technical and business audiences
• Proven ability to build strong customer relationships and act as a trusted advisor
• Ability to work both independently and collaboratively in a fast-paced, dynamic environment
• Strong problem-solving abilities with creativity and critical thinking skills
• Team player with excellent communication and presentation skills, self-starter, confident, committed and enthusiastic
• An ability to clearly present technical information and work collaboratively with co-workers, vendors, and partners
• The ability to easily form relationships with executive leadership and interact effectively with customers, partners and employees in various functions and at all levels of the organization

Things That Would be Great if You Brought to the Table:

• Extensive travel experience, creating confidence and a comfort level in working around the globe and in new locations continually
• The ability to analyze a situation or problem, generate effective solutions, and see those solutions through to completion
• Strong project management skills, with the ability to prioritize your own tasks and potentially the tasks of others and meet deadlines under tight time constraints
• Strong attention to detail and accuracy in delivery of work products that ensure that both internal and external expectations are exceeded

We’ll also need you to:

• Be able to work in a hybrid format
• Be able to travel as needed
• Ability to legally work in the United States