UAV Business Development Manager

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.

Government

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 essential access to voice and broadband data, where and when they need it.

Primary Role Purpose

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.

Key Responsibilities

• 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

Experience Required

• Business or technical degree with business development experience of at least 3 years
• Demonstrated experience in developing competitive proposals, including R&D
• Ability to travel
• Aeronautical Sector and/or UAV / DRONE Business Development experience

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 corporate 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 – creating bold solutions for our customers and putting quality at the heart of everything we do

Equal Opportunity

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.