Company Summary

Echo Star builds solutions that help families and communities stay connected. We’ll launch your career and empower you to change lives.

Our brands include Boost Mobile, DISH TV, Gen Mobile, Hughes and Sling TV. We serve millions of customers with offerings ranging from satellite to streaming services and global to personal networking solutions.

Department Summary

• Echo Star 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.

Job Duties and 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

Skills, Experience and Requirements 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 Echo Star 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

Salary Ranges

Compensation: $0.00/Year - $250,000.00/Year

Benefits

We offer versatile health perks, including flexible spending accounts, HSA, a 401(k) Plan with company match, ESPP, career opportunities, and a flexible time away plan; all benefits can be viewed here: EchoStar Benefits.

The base pay range shown is a guideline. Individual total compensation will vary based on factors such as qualifications, skill level, and competencies; compensation is based on the role's location and is subject to change based on work location.

Candidates need to successfully complete a pre-employment screen, which may include a drug test and DMV check. Our company is committed to fostering an inclusive and equitable workplace where every individual has the opportunity to succeed. We are dedicated to providing individuals with criminal or arrest records a fair chance of employment in accordance with local, state, and federal laws.

The posting will be active for a minimum of 3 days. The active posting will continue to extend by 3 days until the position is filled.

We pride ourselves on developing and promoting talent as an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or protected veteran status. Echo Star will accommodate the sincerely held religious beliefs of employees if such accommodations are not undue hardships and are otherwise within the bounds of applicable law. All qualified applicants with arrest or conviction records will be considered for employment in accordance with local, state, and federal law. You may redact any information that identifies age, date of birth, or dates of school/graduation from your application documents before submission and throughout our application process.

EchoStar will provide reasonable accommodation to otherwise qualified job applicants and employees with known physical or mental disabilities, unless doing so poses an undue hardship on the Company, poses a direct threat of substantial harm to others, or is otherwise not required by law. EchoStar has a more detailed Accommodation Policy that applies to employees. EchoStar endeavors to make echostar.com and jobs.echostar.com accessible to users. Please contact leaves@dish.com if you would like to discuss the accessibility of our website or need assistance completing the application process. This contact information is for accommodation requests only; do not use this contact information to inquire about the status of applications.

Click the links to access the following statements: EEO Policy Statement, Pay Transparency, EEOC Know Your Rights (English/Spanish)

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

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 Echo Star 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