Business Development Manager, Aero Sector

at  ViaSat Inc

About us:
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.
What you’ll do:
We’re looking for hard-working, innovative professionals to join our team and connect the world to more. You’ll work in a collaborative and inclusive environment that values diverse perspectives and continuous learning and provides industry-leading benefits with unmatched opportunities for career growth. Our team is courageous in the pursuit of new ideas and principled in our quest to become the world’s first truly global internet service provider. Interested in joining our mission?
Viasat is internationally renowned as an innovative, high-growth and world leader technology Company. Joining Viasat International Government means you will have the outstanding opportunity to work on the demonstration of a variety of groundbreaking products and applications within the security and communications industry.
Viasat’s International Government business unit delivers against the requirements for voice, data and video services with demand for global availability and utmost reliability. Whether a military commander on operations, a government official responding to a local emergency or a head of state conducting international affairs, Viasat provides them with crucial access to voice and broadband data, where and when they need it.
Viasat and its terminal manufacturer partners have developed a strong capability to provide data communications to Airborne ISR assets via satellite, globally. The Business Development Manager for Aero ISR, OEMs and Integrations will be responsible for driving growth in the Aero ISR sector by identifying and pursuing opportunities with Original Equipment Manufacturers (OEMs) and integration partners. This role requires a deep understanding of the Aero ISR market, strong relationships within the industry, and the ability to develop and implement strategies that align with the company’s objectives. The ideal candidate will be a strategic problem solver with a proven track record of achieving sales and partnership goals in a sophisticated, technology-driven environment.

The day-to-day:

• Capitalise and build on OEMS, MROs and Integrators customer relationships to position Viasat aero C-130 and MRT capability and services.
• Prioritise the market in accordance with the strategy and capability fit.
• Establish relationships with current and future OEMs, integrators and partners related to the C-130 and MRT community to position Viasat capability / influence future procurements.
• Build and manage end user engagement in the C-130 Community to showcase Viasat C-130 SATCOM offerings
• Find and drive to close Aero satcom deals with focus on the C-130 platform (close through optimised route, which is most likely through current channel but may be through new channel or through direct provision).
• Build and manage Viasat International Government qualified C-130 SATCOM pipeline globally. Manage the pipeline and deals towards closure in the Viasat International Government SFDC toolset and aligned with Viasat International Government Leads to Order process.
• Develop, with the team, compelling value propositions for Viasat Aero C-130 offerings and work with marketing team to have them developed into high quality customer facing materials including slides, brochures, case studies, and videos.
• Become internally and internationally recognised as a leader in the Aero C-130 satcom sector by building a network of contacts with end users, platform manufacturers, partners, and participation in relevant trade shows and conferences.
• Develop and maintain relationships with selected supporting organisations which will allow positioning of Viasat capability and facilitate access to end-user customers (such as Aero user terminal manufacturers, capability / payload providers, trade bodies, and industry associations).
• Support / drive any lobbying / regulatory activity that may be required to support ISR use cases.
• Develop tools and techniques to access and influence the market – use those tools and techniques to meet the team objective and, where necessary, train and coach the account management team / partners on how to find and close C-130 SATCOM deals.
• Find opportunities for upsell across existing user base.
• Work closely with other teams in Viasat International Government to provide input on the aero C-130 product fit and any product development roadmap needed.

What you’ll need:

• Proven experience in business development, sales, or a related role within the C-130 industry.
• Proven track record of successful sales and partnership development with OEMs and system integrators in the aerospace and defense sector.
• Deep knowledge of the C-130 market, including key players, technologies, and regulatory environment.
• Demonstrated experience in developing competitive proposals, including R&D
• Ability to travel.
• Strong negotiation and contract management skills.

What will help you on the job:

Our values define Viasat’s culture and represent what we believe in. Viasat employees aspire to certain behaviours which support our values, they create a stronger working environment and lie at the heart of our continued success as an organisation.

• Accountability – taking ownership, getting results and keeping our promises
• Respect – collaborating, embracing diversity and valuing differences
• Excellence – crafting ambitious solutions for our customers and putting quality at the heard of everything we do

EEO statement:
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.

Please refer the Job description for details