(Senior) Director of Customer Success

(Senior) Director of Customer Success

Location: USA

Role Type: Full Time

Salary range: The typical salary range for this position is $160,000 to $220,000 

Skylo Technologies is a global NTN service provider based in Mountain View, CA, offering a service that allows smartphone and IoT cellular devices to connect directly over existing satellites. Skylo works with existing satellite operators, network operators, and device makers to provide subscribers an anywhere, anytime connectivity solution that seamlessly roams between terrestrial and satellite networks. Skylo's focus is on enabling connected services for people outdoors and connected workflows for machines at work across critical industries such as agriculture, maritime, logistics, mining, and others, in addition to mass-market consumer devices.

Skylo is hiring a Director of Customer Success to help fulfill Skylo’s vision of cellular devices roaming seamlessly across satellites, so that you’re never ‘out of coverage’ again. We are working with the world’s largest mobile carriers and enabling the device maker ecosystem for this ground-breaking technology and service. Skylo’s go-to-market approach comprises sales through our partner channels (primarily but not exclusively mobile carriers), and device OEMs, module manufacturers and chipset vendors enabling our service. Working closely with our product team, this role is pivotal in capturing end customer demand through our channels.

We are looking for a hands-on experienced leader to play a foundational role in ensuring that our carrier customers (MNOs and MVNOs) are properly supported, who act as a channel for our service and drive customer demand. This role will also require working collaboratively with our product team to demonstrate value of the service to both our end users as well as the ecosystem. We expect this candidate to be relentlessly focused on ensuring that our carrier customers are well supported in terms of training, collateral, sales support, and just being the strongest customer advocate within Skylo. 

We expect a successful candidate to be able to build an extensive network spanning the value chain that allows us to generate profitable business and rapidly scale.

Responsibilities

• Lead carrier customer success for Skylo’s service, and directly ensure that subscribers are brought onto the Skylo Network
• Grow subscriber base for each of our carrier customers
• Build a high performance sales organization that can successfully grow Skylo’s customer base and predictably close sales against Skylo’s pipeline
• Ensure revenue targets are met
• Support our carrier partners in their demand generation for satellite service including to accurately and diligently qualify, prioritize and pursue opportunities within each target segment
• Support the company’s go-to-market plan for each segment
• Establish regular weekly to quarterly reporting of committed device counts and be accountable for a high sales forecasting accuracy
• Build end user demand with our partner ecosystem,  working closely with our internal teams.
• Build relationships with both consumer and enterprise segments of carriers to enable satellite connectivity into existing product offerings.
• Interact with Skylo Carrier Sales team; ensure a seamless handoff once contracts are signed
• Support the carriers and service providers selling the Skylo Service, working across the entire ecosystem by building deep and long lasting relationships with partner service provider sales teams 
• Ensure partner carrier and service provider sales teams are properly targeted/incentivised and trained to sell the Skylo Service
• Maintain a clear view of partners’ sales pipelines and product needs to close revenue
• Collaborate with product management & engineering teams, bringing timely feedback from customers of Skylo’s service

Qualifications

• 7+ years sales leadership experience across both direct and indirect sales in IoT/Cellular or a related field.
• Must be hands on, entrepreneurial and able to translate business outcomes into executable plans.
• Demonstrable ability to sell and drive revenue growth as both a leader and individual contributor.
• Experience managing teams of technical sales support to ensure timely deployment
• Responsible for revenue targets, and evidence of having managed channel partners in the past
• Evidence of being outcome-oriented with the highest degree of tenacity and commitment -- holding themself and their team accountable to timelines & quota 
• Highly collaborative approach, with excellent communication skills

What we offer:

With employees working across three continents, Skylo is an equal opportunity employer dedicated to building an inclusive and diverse workforce. Our worldwide and inclusive culture encourages a flexible approach to work, and we also offer an attractive range of additional benefits. such as:

• Competitive compensation packages including a stock option based equity program
• Benefits including a 401k plan
• An unlimited PTO policy
• Unique opportunity to participate in developing and running world’s first software-defined direct-to-device satellite network and service
• Access to world-class team and talent across tech domains: software, hardware, chipsets, telecom, satellite and network virtualization
• Open, transparent, inclusive culture that blends the Silicon Valley, Nordic and South Asia characteristics