Business Development Manager
Inmarsat Plc
Company Description
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.
Job Description
What you'll Do
Viasat and its terminal manufacturer partners have developed a strong capability to provide data communications to UAVs via satellite, globally. The primary purpose of this role is to drive the creation of and closure of revenue generating opportunities in the Government Aero Sector, with a particular focus on UAVs. Engaging with senior end-users (high and early) globally, platform OEMs, System Integrators and technology partners to position Viasat capability and services. Support the creation and distribution of value propositions and business winning bids and proposals. Represent Viasat Government business in forums and events around the world.
The day-to-day
- Capitalise and build on end user customer relationships to position Viasat aero / UAV capability and services.
- Prioritise the market in accordance with the strategy and capability fit.
- Establish relationships with current and future end-user customers to position Viasat capability / influence future procurements.
- Build and manage partner agreements with UAV OEMs globally
- Find and drive to close Aero UAV satcom deals (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 aero UAV 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 / UAV 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 / UAV 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 UAV 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 aero / UAV deals.
- Identify opportunities for upsell across existing user base.
- Work closely with other teams in Viasat International Government to provide input on the aero / UAV product fit and any product development roadmap needed.
Qualifications
What you'll Need
- Business or technical degree with previous business development experience.
- Demonstrated experience in developing competitive proposals, including R&D
- Ability to travel.
- Aeronautical Sector and/or UAV / DRONE Business Development experience
Additional Information
You must be eligible to work in this location advertised.
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, colour, 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.
