Aircraft Safety Communications - Regional Business Manager, Americas

Viasat, Inc.•Washington, DC

11d•Remote

About The Position

We're excited to announce a dynamic opportunity for a talented Aircraft Safety Communications Business Development Manager to join our growing team! This role offers the flexibility and convenience of fully remote work, allowing you to contribute from anywhere in the United States. Working collaboratively within the Viasat Aviation Operational and Safety services team (AOS), the Business Development Manager for Americas (AME) will be responsible for driving growth in the North American, South American and Caribbean regions by identifying and pursuing opportunities with Airlines and Air Traffic Services providers in the region. This role requires a deep understanding of the aviation datalink communications environment, positive relationships within the industry, and the ability to develop and implement strategies that align with the company’s objectives. The ideal candidate will be a strategic problem solver with a consistent track record of achieving sales and partnership goals in a sophisticated, technology-driven environment.

Requirements

Bachelor’s degree or equivalent experience.
10+ years of prior experience in business development, sales, or a related role within the aviation industry.
Proven track record of growing business through indirect route to market in services and applications sector (ideally. telecommunications/connectivity/technology).
Experience in account management / partner management (indirect sales management), with emphasis on contract management and price negotiation a plus.
Deep understanding of the aviation datalink communications environment, including regulatory requirements and aviation objectives in meeting global aviation emission reduction goals.
Strong collaboration and financial competence.
Strong negotiation and contract management skills.
Demonstrated experience in developing competitive proposals.

Nice To Haves

Ability to travel up to 50%

Responsibilities

Actively promote the Viasat Aviation Safety portfolio and increase market adoption.
Represent Viasat with key aviation agencies headquartered in the Region, e.g. ICAO, IATA, AEEC, attend relevant meetings and develop proposals for increased use of Viasat aviation safety communications.
Work with terminal vendors to ensure linefit availability of Viasat terminals on key OEM platforms and find opportunities for retrofit.
Develop Viasat relationships with key Aviation partners in the region.
Lead the account management for distribution channels in the region.
Lobby the FAA and US Carriers to develop a TBO capability using Iris and connected cockpit services.
Capitalize and build on OEMs, ANSP and airline customer relationships to position Viasat Aviation safety services.
Establish relationships with current and future airlines, integrators and partners to position Viasat capability / influence future opportunities.
Build and handle partner agreements.
Build and run Viasat and partner pipeline in the Americas.
Manage relationships to increase SB-S market share.
Develop, with the Aviation Safety team, compelling value propositions for Viasat aviation safety communications.
Become internally and regionally recognized 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 manage relationships with selected supporting organizations 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 needed, train and mentor partners on how to find and close deals.
Find 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.