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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.

Viasat and its Iris partners have developed a strong capability to provide Air Traffic Control datalink via Satellite Communications, beginning in Europe. The Business Development Manager for EMEA will be responsible for driving growth in the Europe, Middle East and Africa region by identifying and pursuing opportunities with Air Traffic Regulators, Air Navigation Service Providers (ANSPs), and airlines. This role requires a deep understanding of aviation data communications environment, strong relationships within the industry, and the ability to develop and execute strategies that align with the company’s objectives. The ideal candidate will be a strategic thinker with a proven track record of achieving sales and partnership goals in a complex, technology-driven environment.

• Capitalise and build on OEMs, ANSP and airline customer relationships to position Viasat Iris capability and services.
• Prioritise the market in accordance with the strategy and capability fit.
• Establish relationships with current and future airlines, integrators and partners to position Viasat capability / influence future opportunities.
• Build and manage partner agreements
• Build and manage Viasat and partner pipeline in EMEA. Manage relationships to select the Iris service.
• Develop, with the team, compelling value propositions for Viasat Iris and datalink 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 regionally recognised as a leader in the aviation safety 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 Satcom Aero Safety use cases.
• Influence the market to meet the team objectives and, where necessary, train and coach partners on how to find and close deals.
• Identify opportunities for upsell across existing user base.
• Work closely with other teams in Viasat Aviation to provide input on the aviation safety product fit and any product development roadmap needed.

• 10+ years of prior experience in business development, sales, or a related role within the aviation or ATC industry.
• Proven track record of successful sales and partnership development with OEMs and communication service providers in the commercial aviation sector.
• Demonstrated experience in developing competitive proposals, including R&D
• Ability to travel.
• Strong negotiation and contract management skills.
• Travel up to 50%

• Deep knowledge of the airline and/or air traffic control market, including key players, technologies, and regulatory environment.

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.