Inmarsat
Business Development Manager
Inmarsat, Washington, District of Columbia, us, 20022
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 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 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.
The day-to-dayCapitalise and build on OEMS, MROs and Integrators customer relationships to position Viasat aero ISR capability and services.Prioritise the market in accordance with the strategy and capability fit.Establish relationships with current and future OEMs, integrators and partners to position Viasat capability / influence future procurements.Build and manage partner agreements with OEMs globallyFind and drive to close Aero 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 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 ISR 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 ISR 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 aero ISR deals.Identify opportunities for upsell across existing user base.Work closely with other teams in Viasat International Government to provide input on the aero ISR product fit and any product development roadmap needed.Qualifications
What you'll Need
Prior experience in business development, sales, or a related role within the Aero ISR 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 Aero ISR market, including key players, technologies, and regulatory environment.Demonstrated experience in developing competitive proposals, including R&DAbility to travel.Strong negotiation and contract management skills.
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.
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 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 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.
The day-to-dayCapitalise and build on OEMS, MROs and Integrators customer relationships to position Viasat aero ISR capability and services.Prioritise the market in accordance with the strategy and capability fit.Establish relationships with current and future OEMs, integrators and partners to position Viasat capability / influence future procurements.Build and manage partner agreements with OEMs globallyFind and drive to close Aero 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 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 ISR 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 ISR 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 aero ISR deals.Identify opportunities for upsell across existing user base.Work closely with other teams in Viasat International Government to provide input on the aero ISR product fit and any product development roadmap needed.Qualifications
What you'll Need
Prior experience in business development, sales, or a related role within the Aero ISR 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 Aero ISR market, including key players, technologies, and regulatory environment.Demonstrated experience in developing competitive proposals, including R&DAbility to travel.Strong negotiation and contract management skills.
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.