Viasat
Head of Business Development & Strategy, Global Commands
Viasat, San Jose, California, United States, 95199
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 This highly motivated and results-oriented Head of Business Development will lead and expand our engagement throughout our Viasat International Government Accounts. This strategic leadership role is responsible for identifying, developing, and closing new business opportunities across the entire service in support of all Viasat’s Government Business areas.
The day-to-day Drive our growth strategy within the defense sector while working closely with business leadership, engineering, product, and capture management teams to deliver compelling value propositions to our military customers. Additionally, you will form our multi-year strategy to position for upcoming opportunities and move the business to larger scopes of work.
Strategic Leadership and Planning:
Build and Implement Strategic Account Growth: Develop and apply comprehensive business development strategies to significantly grow revenue from International Military & Government Service Accounts. Identify and prioritize key opportunities, agencies, and programs aligning with our core capabilities and strategic plan. Align these strategies to Viasat Government’s plans for growing its business area to enable significant year over year growth.
Market Intelligence: This role requires continuously researching and analyzing the defense industry environment, including emerging trends, policy changes, budgetary shifts, and competitor activities. The individual selected will use this information identify new opportunities, advise senior Viasat Government leadership and shape strategy around major pursuits, legislative strategy, service strategy.
Multi-Pipeline Management: Build, lead, and maintain a robust pipeline of qualified opportunities from lead generation through closure. Utilize CRM tools to track progress and report on metrics and align this pipeline to the business area growth plans.
Influencing Legislative Strategy Development: Along with the legislative affairs team, this role develops a service-facing strategy to foster and grow legislative support within the international government. The candidate stays abreast of industry trends, competitor activities, new technologies, and changes in military doctrine, acquisition policies, and budget priorities. They provide regular market insights to senior leadership and often assist our legislative team in engaging staff and members across the government legislatures.
Cross-Functional Leadership: Work seamlessly with product development, engineering, sales, marketing, and legal teams to ensure alignment of business development efforts with overall company strategy and capabilities.
Customer and Stakeholder Relationships:
Foster & Sustain Strategic Relationships: A critical responsibility is establishing and maintaining strong relationships with key decision-makers in government agencies, military branches, intelligence community, business to business, and other defense contractors.
Senior Brand Ambassador: Act as a primary liaison with customers and partners, often representing the company at industry events, conferences, and briefings to enhance market presence and build credibility. They are also responsible for working with our marketing team to enhance brand awareness and build a marketing strategy for their service.
Team and Financial Management:
Lead and Mentor the Business Development Team: Lead, manage and mentor a team of business development, capture, and proposal professionals both directly and indirectly. This includes fostering a results-driven and collaborative culture and ensuring the team has the skills and resources to succeed.
Budget Management: Manage budgets related to business development activities, including budgets for business development, resources for bids and proposals (B & P), internal research and development (IRAD) and other overhead costs. Additionally, track budgets against awards received to determine if resources are/were used in the most effective and efficient manner possible and present to senior business leadership to inform future operating budgets.
Business Development and Capture Management:
Lead Full Business Development Lifecycle: This includes everything from opportunity identification and qualification to capture strategy and proposal execution. The Head of International BD often serves as the "capture manager" for key, high-value pursuits.
Proposal Development and Negotiation: This individual will lead the development of high-quality, compliant, and competitive proposals in response to government solicitations (e.g., RFPs, RFQs). They also lead the negotiation of contracts, ensuring favorable terms for the company.
Create New Teaming and Partnership Opportunities: This role involves identifying and vetting potential teaming partners and subcontractors to strengthen the company's offerings and increase its chances of winning major contracts.
What you’ll need
20+ years’ progressive experience in business development, sales, or capture management within the US defense sector, specifically targeting US Military Service Accounts
Proven track record of consistently exceeding multi-million dollar revenue targets and securing prime contracts with the US Army, Navy, Air Force, Marine Corps, Space Force, or Coast Guard
Deep understanding of the DoD acquisition lifecycle, FAR/DFARS regulations, and government contracting vehicles (e.g., IDIQs, OTAs, BPAs)
Extensive network of contacts within the US Military, defense contractors, and relevant government agencies
Experience with a diverse range of contract types (e.g., FFP, CPFF, CPIF, T&M)
Knowledge of emerging technologies and their application to military challenges
Bachelor's degree in Business Administration, Engineering or equivalent experience
Exceptional communication (written and verbal), presentation, and interpersonal skills
Ability to work independently and collaboratively in a fast-paced, dynamic environment, including across a diverse set of internal stakeholders
Strong strategic thinking, analytical, and problem-solving abilities
Demonstrated ability to build and maintain strong relationships at all levels
Demonstrable experience of positioning organization as the preferred (vs required) partner in a competitive market
Excellent negotiation and closing skills
Proficiency in CRM software (e.g., Salesforce, Microsoft Dynamics) and Microsoft Office Suite
Strong leadership and mentoring capabilities
High emotional intelligence and intellectual curiosity
Inspires coalition building and idea generation across the organization
US Government position. US Citizenship required
Active DoD Secret Clearance with ability to obtain TS/SCI
Ability to travel 50 – 60% both CONUS and OCONUS
What will help you on the job
Proven experience working within Special Access Programs within the DoD, other international militaries, or industry
Master’s degree in a technical or business field
Demonstrated experience in the operations or maintenance of military operational information networks, communications, and cyberspace systems
Proven experience as an acquisition program manager
Active TS/SCI Clearance
Salary range $225,000.00 - $355,000.00 / annually. For specific work locations within San Jose, the San Francisco Bay area and New York City metropolitan area, the base pay range for this role is $279,500.00- $419,500.00/ annually.
At Viasat, we consider many factors when it comes to compensation, including the scope of the position as well as your background and experience. Base pay may vary depending on job-related knowledge, skills, and experience. Additional cash or stock incentives may be provided as part of the compensation package, in addition to a range of medical, financial, and/or other benefits, dependent on the position offered. Learn more about Viasat’s comprehensive benefit offerings that are focused on your holistic health and wellness at https://careers.viasat.com/benefits.
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.
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What you’ll do This highly motivated and results-oriented Head of Business Development will lead and expand our engagement throughout our Viasat International Government Accounts. This strategic leadership role is responsible for identifying, developing, and closing new business opportunities across the entire service in support of all Viasat’s Government Business areas.
The day-to-day Drive our growth strategy within the defense sector while working closely with business leadership, engineering, product, and capture management teams to deliver compelling value propositions to our military customers. Additionally, you will form our multi-year strategy to position for upcoming opportunities and move the business to larger scopes of work.
Strategic Leadership and Planning:
Build and Implement Strategic Account Growth: Develop and apply comprehensive business development strategies to significantly grow revenue from International Military & Government Service Accounts. Identify and prioritize key opportunities, agencies, and programs aligning with our core capabilities and strategic plan. Align these strategies to Viasat Government’s plans for growing its business area to enable significant year over year growth.
Market Intelligence: This role requires continuously researching and analyzing the defense industry environment, including emerging trends, policy changes, budgetary shifts, and competitor activities. The individual selected will use this information identify new opportunities, advise senior Viasat Government leadership and shape strategy around major pursuits, legislative strategy, service strategy.
Multi-Pipeline Management: Build, lead, and maintain a robust pipeline of qualified opportunities from lead generation through closure. Utilize CRM tools to track progress and report on metrics and align this pipeline to the business area growth plans.
Influencing Legislative Strategy Development: Along with the legislative affairs team, this role develops a service-facing strategy to foster and grow legislative support within the international government. The candidate stays abreast of industry trends, competitor activities, new technologies, and changes in military doctrine, acquisition policies, and budget priorities. They provide regular market insights to senior leadership and often assist our legislative team in engaging staff and members across the government legislatures.
Cross-Functional Leadership: Work seamlessly with product development, engineering, sales, marketing, and legal teams to ensure alignment of business development efforts with overall company strategy and capabilities.
Customer and Stakeholder Relationships:
Foster & Sustain Strategic Relationships: A critical responsibility is establishing and maintaining strong relationships with key decision-makers in government agencies, military branches, intelligence community, business to business, and other defense contractors.
Senior Brand Ambassador: Act as a primary liaison with customers and partners, often representing the company at industry events, conferences, and briefings to enhance market presence and build credibility. They are also responsible for working with our marketing team to enhance brand awareness and build a marketing strategy for their service.
Team and Financial Management:
Lead and Mentor the Business Development Team: Lead, manage and mentor a team of business development, capture, and proposal professionals both directly and indirectly. This includes fostering a results-driven and collaborative culture and ensuring the team has the skills and resources to succeed.
Budget Management: Manage budgets related to business development activities, including budgets for business development, resources for bids and proposals (B & P), internal research and development (IRAD) and other overhead costs. Additionally, track budgets against awards received to determine if resources are/were used in the most effective and efficient manner possible and present to senior business leadership to inform future operating budgets.
Business Development and Capture Management:
Lead Full Business Development Lifecycle: This includes everything from opportunity identification and qualification to capture strategy and proposal execution. The Head of International BD often serves as the "capture manager" for key, high-value pursuits.
Proposal Development and Negotiation: This individual will lead the development of high-quality, compliant, and competitive proposals in response to government solicitations (e.g., RFPs, RFQs). They also lead the negotiation of contracts, ensuring favorable terms for the company.
Create New Teaming and Partnership Opportunities: This role involves identifying and vetting potential teaming partners and subcontractors to strengthen the company's offerings and increase its chances of winning major contracts.
What you’ll need
20+ years’ progressive experience in business development, sales, or capture management within the US defense sector, specifically targeting US Military Service Accounts
Proven track record of consistently exceeding multi-million dollar revenue targets and securing prime contracts with the US Army, Navy, Air Force, Marine Corps, Space Force, or Coast Guard
Deep understanding of the DoD acquisition lifecycle, FAR/DFARS regulations, and government contracting vehicles (e.g., IDIQs, OTAs, BPAs)
Extensive network of contacts within the US Military, defense contractors, and relevant government agencies
Experience with a diverse range of contract types (e.g., FFP, CPFF, CPIF, T&M)
Knowledge of emerging technologies and their application to military challenges
Bachelor's degree in Business Administration, Engineering or equivalent experience
Exceptional communication (written and verbal), presentation, and interpersonal skills
Ability to work independently and collaboratively in a fast-paced, dynamic environment, including across a diverse set of internal stakeholders
Strong strategic thinking, analytical, and problem-solving abilities
Demonstrated ability to build and maintain strong relationships at all levels
Demonstrable experience of positioning organization as the preferred (vs required) partner in a competitive market
Excellent negotiation and closing skills
Proficiency in CRM software (e.g., Salesforce, Microsoft Dynamics) and Microsoft Office Suite
Strong leadership and mentoring capabilities
High emotional intelligence and intellectual curiosity
Inspires coalition building and idea generation across the organization
US Government position. US Citizenship required
Active DoD Secret Clearance with ability to obtain TS/SCI
Ability to travel 50 – 60% both CONUS and OCONUS
What will help you on the job
Proven experience working within Special Access Programs within the DoD, other international militaries, or industry
Master’s degree in a technical or business field
Demonstrated experience in the operations or maintenance of military operational information networks, communications, and cyberspace systems
Proven experience as an acquisition program manager
Active TS/SCI Clearance
Salary range $225,000.00 - $355,000.00 / annually. For specific work locations within San Jose, the San Francisco Bay area and New York City metropolitan area, the base pay range for this role is $279,500.00- $419,500.00/ annually.
At Viasat, we consider many factors when it comes to compensation, including the scope of the position as well as your background and experience. Base pay may vary depending on job-related knowledge, skills, and experience. Additional cash or stock incentives may be provided as part of the compensation package, in addition to a range of medical, financial, and/or other benefits, dependent on the position offered. Learn more about Viasat’s comprehensive benefit offerings that are focused on your holistic health and wellness at https://careers.viasat.com/benefits.
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.
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