Director, Business Development (Cyber Security & PAM Ecosystem)

Iridium is an award-winning and innovative satellite communications company with the only network offering voice and data connectivity anywhere in the world. For over 20 years, Iridium’s unique network and services have supported critical communications needs for individuals, businesses, and the evolving Internet of Things. People across the globe—including first responders, humanitarians, global militaries, scientific researchers, and lone workers—as well as ships, aircraft, and remote operations rely on Iridium to stay connected. Iridium fosters an empowering and inclusive culture that challenges employees to think outside the box and collaborate on bold ideas.

About the role

If you have deep experience in cybersecurity alliances, identity security ecosystems, and building strategic technology partnerships, you will lead 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.

Responsibilities

• 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
• Coordinate 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
• 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

Requirements

• 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 target partner ecosystem
• Ability to interface with management teams of target partners at all levels, from senior to junior, business to technical
• Ability 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 across all employee groups
• Ability to work independently and focus on achieving results
• Strong motivator and source of direction for your team, exemplifying commitment to team goals
• Ability to confidently drive discussions, raise support for key ideas, and tailor communication style to a wide range of audiences
• Creativity, resourcefulness, and decisiveness needed to manage risks and respond to critical situations
• Strong sense of urgency in driving projects to completion and motivation to achieve outcomes and results
• Excellent prioritization skills and the ability to effectively coordinate the activities of multiple groups
• U.S. citizenship required to comply with U.S. government contract requirements

Nice-to-haves

• MBA
• Knowledge of satellite or out-of-band security architectures
• CISSP, CISM, or other technical cybersecurity certifications
• Experience selling or partnering in critical infrastructure markets

Schedule

• Hybrid work policy: 3+ days per week in the office to foster collaboration
• Up to 30% travel required

Pay

Base Pay Range: $235,000 - $306,000 USD. Actual compensation will be determined based on experience and other factors. Base salary is only one part of the compensation package, which may also include company stock, annual bonus, and benefits.

Benefits

• Medical, dental, and vision insurance coverage
• 401(k) retirement plan options
• Paid time off and paid holidays
• Paid parental leave
• Other discounts and perks