Commercial Program Development and Contracts Manager – Aviation

at  ViaSat

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
The contract and program development team is a group of expert managers whose role is to help improve our aviation win rate keep the risk low for Viasat. It is a core pillar of the sales lifecycle and also leads key account customers transformations.
Given the nature of the work involved, it attracts working with a broad set of team members, both sales and technical.
The day-to-day
This role will be supporting the commercial team in creation and negotiation of key terms and contracts, for all key Aviation prospects and customers.

Day-to-day job will be to:

• Support the response to complex bids and ensure opportunities are well qualified and risks are mitigated
• Own the airline negotiations; typically leading 3 or more contracts at any given time
• Participate and/or lead groundbreaking projects for the business, with economical sustainability and risk mitigation as a primary objective

WHAT WILL HELP YOU ON THE JOB

• This person needs to be self motivated and curious; able to understand a variety of heavily expertise driven topics and frame them in a way that protects best the company
• The team is growing and this will allow the individual to not only participate to key negotiations, but also address key risk and projects earlier on. A strategic vision of our go-to-market strategy and its enabler is thus critical
  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.

• Participate to all bids and coordinate/respond to critical compliance items
• Prepare with the Legal team all the negotiations with commercial airlines, in collaboration with all involved collaborators (including but not limited to the development of principal terms, commercial milestones, back-to-back partner agreements)
• Use industry knowledge and experience to steer and influence commercial decisions to ensure the best quality contracts are produced and that they are commercially viable.
• Maintains a clear understanding of trends on the market to ensure our set of terms stay relevant
• Supports a few key transversal topics (e.g. capacity analysis)
• Has a deep legal, commercial and technical understanding of the product in order to make the right arbitrations in key customer conversations
• Act as the key interface for negotiations across the business (suppliers, partners, internal team members, existing contracts new initiatives)