Account Manager, Canada - International Government

Viasat, Inc.•Ottawa, ON

1d•Onsite

About The Position

The Viasat International Government team collaborates with government customers, channel partners and industry collaborators to deliver innovative communications solutions across land, sea, air and space domains. Based in Ottawa, Canada, and reporting to the Senior Director, Commercial Strategy within the Multi-Domain Connectivity and Advance Networks (MCAN) business area of Viasat International Government, this role is responsible for leading key Canadian Government customer accounts and supporting the continued growth of Viasat's Canadian business. The role is co-located with the Canadian Regional Business Development team and works closely with Business Development, Commercial Management & Operations, and Customer Solutions teams to lead the full customer lifecycle, from opportunity transition and contract delivery through to renewal and growth. A key responsibility of the position is serving as the designated Shared Services Canada (SSC) Contract Account Representative (CAR) and acting as the primary interface between Viasat and SSC for technical, commercial and administrative matters.

Requirements

A minimum of five (5) years of experience within the last ten (10) years in the provision, sales or support of telecommunications services to government organisations.
A minimum of three (3) years of experience in the delivery, sales and/or support of multi-band satellite communications equipment and services to government or enterprise customers.
Bachelor’s degree or equivalent experience in business management, Engineering, or a related field.
Fully bilingual in English and French, including oral communication, written correspondence and reading comprehension.
Capable of meeting with prospective Government of Canada clients to discuss opportunities that may lead to the procurement of goods and services.
Eligible for SSC approval as the designated Contract Account Representative.

Nice To Haves

History of involvement with Shared Services Canada, Public Services and Procurement Canada, National Defence or other Government of Canada organisations.
Experience in Government sales, account management or business development.
Experience selling satellite communications products, services and solutions.
Knowledge of Government of Canada procurement and contracting environments.
Commercial and negotiation skills.
Experience handling contract delivery and customer support activities.
Excellent written, communication, interpersonal and presentation skills.
Consistent track record of creating sales roadmaps, customer engagement, and growth strategies.
Successful experience working with partners, suppliers and systems integrators.
Comfortable working across multiple internal and external team members.
Proficiency working with Salesforce and related sales management tools.
Strong work ethic, organisation and time management skills.
Drive, adaptability, accountability and customer focus.

Responsibilities

Oversee client accounts in the Canadian Government, including securing contract renewals, delivering on customer promises, and creating growth prospects throughout the sector.
Engage with Shared Services Canada, Government of Canada end users, industry partners, equipment suppliers and internal collaborators to position the Viasat Government portfolio, support customer requirements, and maintain long-term strategic relationships.
Act as the designated Shared Services Canada Contract Account Representative (CAR) while supporting other assigned clients within the Canadian federal government.
Build and sustain positive relationships with Canadian Government customers, SSC's Mobile Satellite Services Group, Technical Authorities, Procurement officials and end users, partners and suppliers to generate growth across Viasat's government-focused offerings.
Develop and maintain account plans, customer engagement plans and opportunity strategies.
Raise the profile of Viasat within Canadian Government organisations and collaborator communities.
Hold bi-weekly meetings with SSC Technical Authorities and provide updates on activities, service performance, technical refresh initiatives and opportunities.
Track, lead and coordinate technical refresh activities to maintain customer capability and support future business growth.
Lead contract renewals, option years, service extensions and recurring revenue opportunities.
Accept handover of newly awarded business from the Regional Business Development team and handle transition through delivery and ongoing account ownership.
Coordinate efforts alongside the Commercial Growth, Contract Management & Operations, Customer Solutions and other teams to ensure customer commitments are delivered in accordance with contractual requirements.
Follow up on customer orders and service requests to ensure delivery timelines are achieved.
Work closely with Commercial Operations to resolve customer inquiries, service issues and contract-related matters.
Prepare regular opportunity, account and customer updates for the Canadian Regional Business Development team.
Document, publish and maintain meeting minutes, customer actions and account records.
Support bids, customer proposals, contract amendments, framework agreement updates and the addition of new products and services to Government of Canada contracting vehicles.
Work with equipment manufacturers, service providers and distributors to obtain pricing, support quotations and coordinate order fulfilment.
Maintain relationships with third-party partners supporting the Canadian business.
Maintain accurate pipeline, forecast and account information using Salesforce, Tableau and associated reporting tools.
Produce timely activity reports, revenue forecasts and market commentary.
Exceed assigned revenue, customer satisfaction and related objectives.