Brendan Murray
Silver Spring,MD
Summary
Resourceful, knowledgeable, and well-connected satellite industry professional with 33 years' experience in the study, market forecast, sale, pricing, and implementation of Fixed Satellite Services (FSS) solutions. Thorough and analytical researcher, with extensive expertise in MS-Excel modeling, data analysis and presentation; Veteran of strategic consulting industry, with subject matter expertise in commercial satellite industry. Excellent verbal and written communication skills; Accomplished at creating and delivering clear, vibrant technical sales presentations, as well as moderating industry round table discussions around the world. Effective advisor communicates well with people of all ages and backgrounds. Excellent eye for detail enabling quick identification of areas for improvement and suggesting strategies to help businesses reach goals. Focused on introducing efficient systems and processes. Experienced and enthusiastic Consultant with track record of success across wide range of industries. Possesses exceptional interpersonal, problem-solving and analytical skills to provide advice and expertise to client organizations improving business performance. Experienced in all aspects of operations, strategy and finance.
Overview
21
21
years of professional experience
Work History
Advising Consultant
Excelsior Space
11.2022 - Current
- Provided subject matter expertise and perspective on current and future developments in the worldwide spacecraft, satellite, and launch markets, including satellite and spacecraft mass trends, emerging satellite and spacecraft technologies, new satellite and spacecraft constellations, market forces that could affect worldwide launch, satellite, and spacecraft activity over a twenty-year time horizon.
Sales Operations Manager
ABS Global
02.2019 - 04.2021
- Managed sales funnel reporting and trained sales staff on satellite sales lead capture in Salesforce CRM application, Project-managed global strategic initiative program, Coordinated satellite capacity yield management efforts, aligning top tier customers and best capacity offerings, Implemented transponder capacity grooming and optimization efforts, Led time-sensitive transponder lease-renewal action plans for must-win clients, leading sales pipeline reporting and strategy sessions, Served as lead for Salesforce CRM application design and implementation, Coordinated and proposed nonstandard pricing and terms justification to upper management to approve 30+ sales offerings.
Publicity Chairman
Society of Satellite Professionals International, Mid-Atlantic Chapter
09.2013 - 07.2019
- Led all media and public outreach efforts for the association with the goal of increasing awareness of SSPI, its mission, its activities, and benefits to its members; Responsible for regular updating of SSPI-MA website, email campaigns, Twitter feed, and coordination of industry events (panel discussions, fundraisers, social events); Networked with industry leaders for sponsorships and donations.
Sr. Market Analyst/Product Manager-Commercial SATCOM Intel
Avascent Analytics
07.2014 - 05.2016
- Conducted daily primary and secondary research and analysis of satellite technology and market trends, presenting key strategic data and recommendations to top tier satellite operators, manufacturers, and systems integrators; Managed Avascent's proprietary database of commercial GEO satellite capacity, conducting extensive research and capture of vital FSS data in multiple data tools (Supply Database, Ten-Year Supply Forecast Model, Space Sub-component Database); Designated as SME on commercial satellite industry, ground and space infrastructure, frequency coordination issues, video applications and competing technologies; Highlights:
- Managed global commercial satellite communications supply database for a major U.S
- Military client; Provided transponder-level detailed information on satellites in C-, Ku-, Ka-, S-, L-, X, and UHF bands;
- Conducted strategic market study, demand forecast, and business case analysis for new MENA teleport service provider, with emphasis on capital expenditure planning and broadcast media market service requirements.
Sr. Market Analyst
Futron Corporation
07.2008 - 06.2014
- Managed and supported numerous business development, research, and consultation engagements with multiple commercial and government aerospace clients; Provided strategic insight into trends shaping the global space market at all phases of the value chain; Conducted daily research of commercial SATCOM industry and captured key metrics in proprietary supply data tools
- Highlights:
- Based on analysis of launch forecasts and FCC filings, provided a major satellite equipment manufacturer a focused summary of potential hosted payload opportunities for WAAS instrumentation, while providing contacts and action items for business development and regulatory strategy, eventually leading to successful hosted payload arrangement on SES-15;
- Served as lead-writer for multiple publications, including Futron's Forecast of Global Satellite Services Demand, The Space Foundation's annual Space Report, and the FAA's Introduction to U.S
- Export Controls for the Commercial Space Industry;
- Researched competitive environment of HTS offerings from multiple players, including ViaSat, Inmarsat, O3B and Intelsat; Detailed illustrative characteristics of each system, verticals and key customers, and equipment manufacturing partners;
- Generated bi-annual updates of capacity supply and demand, with additional analysis regarding launch industry trends.
Sr. Sales Support Specialist
Intelsat, North America Sales
07.2006 - 11.2007
- Led pre- and post-sales back-office operations support to 12 Sales Directors; Coordinated all pre-sales processes and service implementation, supporting over 130 deals valued at $135 million for top-tier customers (AT&T, Discovery Communications, Turner Broadcasting, and Comcast, Inc.); Responsible for data integrity assurance during database consolidation (CRM/Salesforce.com, Siebel and proprietary contract applications); Led coordination of all pricing and commercial approvals from Engineering, Legal, Product Management, and Yield Management; Conducted final approvals of contract issuance and carrier activations.
Regional Sales Operations Manager
Intelsat, Europe Sales
12.2005 - 07.2006
- Direction of all sales operations matters for Europe market; Thorough reporting and analysis of sales data from CRM and Business Intelligence applications, and drafting key sales metrics in detailed monthly business reviews for upper management; Management of three Operations Specialists, responsible for executing pre- and post-sales operations functions; Verification of Sarbanes/Oxley Act compliance; Implementation, optimization, and QA monitoring of region's sales processes; Managing contract renewal processes.
Sr. Client Services Specialist
Intelsat, Europe Sales
10.2004 - 12.2005
- Led development of sales quotations and proposals in conjunction with Sales Directors; Coordinated all pre-sales commercial approvals from multiple departments; Pre-screened prospects; Drafted and issued sales contracts and booked contracted services; Recorded and reported revenue in sales pipeline and backlog; Managed customer satellite services portfolios, renewal options, and capacity requirement amendments; Served as advocate for distributed sales force in efforts to resolve customer-focused issues.
Account Manager
Intelsat, Media and Entertainment Business Unit
10.2003 - 10.2004
- Directly managed sales funnel in CRM system; Created business cases for pricing, special terms and conditions for key contracts; Led process improvement projects to simplify contracting and booking of video leases; Coordinated with capacity planning, sales engineers, and asset-provisioning groups to design tailored satellite capacity solutions for both long and short-term video events; Promoted Intelsat's video presence and market share in each region; Tracked complex terms and conditions that affect contracted backlog; Maintained regional customer contact databases.
Education
Master of Arts - Telecommunications Administration and Policy
George Mason University
01.1997
Bachelor of Arts - Radio, Television, Film
University of Maryland, College Park
01.1989
Skills
CRM Applications (Salesforce, RightNow, Siebel)
- Business Intelligence/Analysis Tools
- MS Office
- Customer Relationship Management
- Process Optimization
- Subject Matter Expertise - Commercial Satellite Industry
- Trend Analysis, Forecasting, and Reporting
- Quality Assurance
Accomplishments
- Achieved [Result] by completing [Task] with accuracy and efficiency.
Affiliations
Society of Satellite Professionals International, Mid-Atlantic Chapter (Board of Directors, 2013-2019)
Skillsets
- Aerospace Industry Research and Analysis
- Technical Writing
- Project Management
- Marketing
- Sales Operations Management
- Technical Sales
- Business Development
Timeline
Advising Consultant
Excelsior Space
11.2022 - Current
Sales Operations Manager
ABS Global
02.2019 - 04.2021
Sr. Market Analyst/Product Manager-Commercial SATCOM Intel
Avascent Analytics
07.2014 - 05.2016
Publicity Chairman
Society of Satellite Professionals International, Mid-Atlantic Chapter
09.2013 - 07.2019
Sr. Market Analyst
Futron Corporation
07.2008 - 06.2014
Sr. Sales Support Specialist
Intelsat, North America Sales
07.2006 - 11.2007
Regional Sales Operations Manager
Intelsat, Europe Sales
12.2005 - 07.2006
Sr. Client Services Specialist
Intelsat, Europe Sales
10.2004 - 12.2005
Account Manager
Intelsat, Media and Entertainment Business Unit
10.2003 - 10.2004
Master of Arts - Telecommunications Administration and Policy
George Mason University
Bachelor of Arts - Radio, Television, Film
University of Maryland, College Park
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