One team. Global challenges. Infinite opportunities. At Viasat, we’re on a mission to deliver connections with the capacity to change the world. For more than 35 years, Viasat has helped shape how consumers, businesses, governments and militaries around the globe communicate. We’re looking for people who think big, act fearlessly, and create an inclusive environment that drives positive impact to join our team.

The role is responsible for delivering significant revenue growth through Market & Ecosystem Engagement, Business Development and Agile Opportunity Qualification activities within the key target countries identified, and accountable for total contract values and revenues associated with the new Viasat customers and Viasat Inmarsat partners. The role involves leading and managing a team of (currently) 4 business development managers.

• Develop, execute and maintain business development plans to engage key prospects to quickly identify opportunities for short-term growth and long-term revenue performance
• Identify opportunities for cross collaboration with other parts of Viasat Government and on Viasat products in the same domains
• Develop and maintain deep Government end-user relationships to establish the brand preference for Viasat (up to and including tender specification of Viasat products and services) and prioritise the approach to market in accordance with VIG strategy and capability fit.
• Develop strategic partnerships in key target countries
• Develop specific campaigns to increase uptake of Viasat products and solutions, in close collaboration with BU marketing and Sector BD teams
• Drive customer engagement and gather requirements for future market opportunities
• Assess any opportunities to tender/respond to RFIs. Initiate and retain control of the bid management process, working closely with the technical, commercial and legal experts within Viasat to ensure a successful and profitable outcome.
• Negotiate commercial terms and pricing effectively on behalf of Viasat.
• Apply sales processes and methodologies that drive desired sales outcomes and identify improvements where and when required
• Facilitate appropriate mechanisms for Viasat to develop a better understanding of end-user requirements and feed this insight into portfolio developments and initiatives
• Production of timely activity reports, bookings forecasts (including accurate and up to date SFDC) and commentary
• Apply Viasat people management processes
• Assign work, evaluate results and performance of direct reports
• Drive professional growth of their direct reports
• Drive the evolution of the business development sales team to become more adaptable to a changing market space, including becoming more customer centric and capable of selling managed services and complex solutions

• Master’s degree level education or equivalent work experience in Engineering, Account Management, Business Management, or Program Management
• Subject-matter expert level of knowledge and experience in new business development in the Government Defence market
• Proven track-record of delivering growth through both direct and indirect route to market in services and applications sector (telecommunications / connectivity / IT)
• Advanced knowledge of telecommunications systems, products and services in relevant industry segment in which the role operates
• Deep experience in contract management, including handling contracts, working with attorneys and being a thoughtful negotiator
• Broad understanding and experience of financial and billing systems
• Broad understanding of operational systems and processes and how they interplay with indirect sales to drive customer satisfaction

• Effective at focusing on performance delivering through self and others
• Drives results: acts on opportunities in a timely and effective fashion to materialise into revenue for Viasat
• Collaboration and persuasion: able to engage with internal and external stakeholders to build alignment and cohesion around action plans, when there is no formal authority and/or potentially conflicting priorities
• Demonstrated organisational savvy to develop and maintain networks, and to navigate complex and dynamic environment of stakeholders
• Customer-focus: capable of understanding end-users needs and working with them and internal groups to define and implement practical solutions; Demonstrated listening and critical thinking skills
• Proficient MS Office skills Incl. Word, Excel, PowerPoint

Viasat is proud to be an equal opportunity employer, seeking to create a welcoming and diverse environment. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, ancestry, physical or mental disability, medical condition, marital status, genetics, age, or veteran status or any other applicable legally protected status or characteristic. If you would like to request an accommodation on the basis of disability for completing this on-line application, please click here.