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Channel Manager, Starlink Enterprise Account Management

SpaceX

SpaceX

Sales & Business Development
hawthorne, ca, usa
Posted on Thursday, June 6, 2024

SpaceX was founded under the belief that a future where humanity is out exploring the stars is fundamentally more exciting than one where we are not. Today SpaceX is actively developing the technologies to make this possible, with the ultimate goal of enabling human life on Mars.

CHANNEL MANAGER, STARLINK ENTERPRISE ACCOUNT MANAGEMENT

Starlink, our revolutionary satellite constellation, is delivering low-latency broadband internet around the world. As a leader on the Starlink Enterprise Accounts team, you will develop and manage a team that is responsible for delighting Starlink enterprise partners at scale. You and the team will be responsible for managing enterprise contracts to rapidly drive realization of revenue, doing it scalably, and working closely with counterparts on Starlink cross-functionally. A key challenge will be driving a culture that both maximizes customer happiness and minimizes the input required by the team.

The Enterprise Account Management team serves as the point of contact for customers and partners from contract signature, through successful activation, ensuring all contract terms are fulfilled while and identifying new opportunities to generate business with enterprise customers and partners. Prior to contract signature, the team will have a key role in ensuring that the commitments we make are ones we can successfully execute to.

In the past year, the Starlink team has signed contracts with enterprise partners who distribute, resell, and manage, the deployment of high-speed internet at a pace and for use cases previously not possible. The team has designed the product to be self-service, and we need to similarly evolve our team and systems to enable large enterprises to manage Starlink themselves, minimizing humans-in-the-loop.

Our ideal candidate is a self-starter that has a passion for making partners deliriously happy, building excellent teams, and managing complex cross-functional projects.

RESPONSIBILITIES:

  • Grow and build the global enterprise account partner function within Starlink
    • Hire and lead an exceptional team
    • Identify and build necessary tools and capabilities to manage accounts in a scalable way, working closely with the application software and finance teams to automate as much as possible
    • Develop internal goals and metrics/visualizations to measure and communicate success
  • Manage all aspects of non-technical project management for commercial enterprise partners
    • Work with internal and external stakeholders to finalize commercial enterprise contracts, serving as a final check before contract signature to ensure we are poised for success and any risks are captured/communicated internally
    • Ensure that contract deliverables are delivered on time and meeting contract requirements
    • Take an extreme ownership approach to realizing forecasted revenue on or ahead of schedule
    • Identify and broadly/loudly communicate readiness levels, requirements, schedules, and risks
  • Own the partner interface from contract signature onwards including onboarding, ongoing account management, and long-term retention/growth of the relationship and revenue
    • Build relationships with partner points of contact to identify requirements and manage expectations, driving revenue realization as quickly as possible
    • Collect, communicate and champion customer feedback internally to influence and steer programmatic and technical development required to maintain and grow enterprise business
    • Retain and grow the value of accounts

BASIC QUALIFICATIONS:

  • Bachelor’s degree or 6+ years of experience of professional experience in lieu of degree
  • 4+ years working with commercial partners or customers to support a technical product/service
  • 2+ years direct people management experience

PREFERRED SKILLS AND EXPERIENCE:

  • Bachelor's degree in business, engineering, supply chain, finance or STEM field
  • Deep understanding of channel sales and account management
  • Proven success in building and managing a global partner network
  • 7+ years of experience working with commercial partners or customers
  • Demonstrated ability to quickly and successfully grow and develop an excellent team and new function, including ability to develop and coach team members and ability to scale non-linearly
  • Demonstrated ability to work in a fast-paced, autonomously driven, and demanding start-up atmosphere
  • Demonstrated ability to champion and lead significant projects and business initiatives, including ability to manage in an environment with competing priorities
  • Exceptional customer interface skills, including excellent written and verbal communication skills and ability to tailor communications appropriately to level (working-level to executive-level)
  • Excellent negotiation and conflict resolution skills
  • Familiarity with existing Starlink products, services and customer support systems/processes

ADDITIONAL REQUIRMENTS:

  • Must be available to work extended hours and/or weekends as needed to support critical milestones or operations shifts
  • Must be willing to travel to other SpaceX offices and customer locations as needed

COMPENSATION AND BENEFITS:

Pay range:

Manager: $130,000.00 - $180,000.00/per year

Your actual level and base salary will be determined on a case-by-case basis and may vary based on the following considerations: job-related knowledge and skills, education, and experience.

Base salary is just one part of your total rewards package at SpaceX. You may also be eligible for long-term incentives, in the form of company stock, stock options, or long-term cash awards, as well as potential discretionary bonuses and the ability to purchase additional stock at a discount through an Employee Stock Purchase Plan. You will also receive access to comprehensive medical, vision, and dental coverage, access to a 401(k) retirement plan, short and long-term disability insurance, life insurance, paid parental leave, and various other discounts and perks. You may also accrue 3 weeks of paid vacation and will be eligible for 10 or more paid holidays per year. Exempt employees are eligible for 5 days of sick leave per year.

ITAR REQUIREMENTS:

  • To conform to U.S. Government export regulations, applicant must be a (i) U.S. citizen or national, (ii) U.S. lawful, permanent resident (aka green card holder), (iii) Refugee under 8 U.S.C. § 1157, or (iv) Asylee under 8 U.S.C. § 1158, or be eligible to obtain the required authorizations from the U.S. Department of State. Learn more about the ITAR here.

SpaceX is an Equal Opportunity Employer; employment with SpaceX is governed on the basis of merit, competence and qualifications and will not be influenced in any manner by race, color, religion, gender, national origin/ethnicity, veteran status, disability status, age, sexual orientation, gender identity, marital status, mental or physical disability or any other legally protected status.

Applicants wishing to view a copy of SpaceX’s Affirmative Action Plan for veterans and individuals with disabilities, or applicants requiring reasonable accommodation to the application/interview process should notify the Human Resources Department at (310) 363-6000.