Business Development Manager - ACES

Viasat, Inc.•Carlsbad, CA

11d•Remote

About The Position

We are seeking a highly motivated Business Development Manager committed to driving new business development for an exciting and emerging high potential growth business within Viasat Government. This extremely strategic role is responsible for identifying, qualifying and capturing new business in the emerging Counter UAS and electromagnetic spectrum operations / spectrum dominance, SIGINT and ELINT areas. The ideal candidate will possess an in-depth understanding of the US Department of War acquisition process, a robust network within the electromagnetic spectrum operations / spectrum dominance market area, and a proven track record of securing significant contracts in the electromagnetic spectrum operations / spectrum dominance, SIGINT and ELINT areas. This individual will be a key driver of our growth strategy for the Advanced Cyber and Electromagnetic Systems business unit, working closely with business leadership, engineering, product, and capture management teams to deliver compelling value propositions to our military customers. Additionally, this individual will form our multi-year strategy to position for upcoming opportunities and move the business to larger positions in the market.

Requirements

Demonstrated US DoW and defense industry relationships with extensive experience in engagement from junior to senior levels in the US DoW, especially in the electromagnetic spectrum operations / spectrum dominance, SIGINT or ELINT areas.
Comprehensive understanding of federal contracting and the DoW acquisition process. This includes the federal procurement process, funding/contracting mechanisms and a deep understanding of the Department of War budget process.
Candidates for this role have a minimum of 10+ years' experience in sales growth and contract acquisition within aerospace and defense. They have demonstrated success in winning large contracts.
Excellent leadership, communication, and interpersonal skills are crucial for building relationships, leading teams, and presenting to senior executives and customers.
Non-linear problem solver with a high tolerance for ambiguity. The ability to analyze and reframe complex problems, develop creative solutions, and align business development activities with broader corporate strategy is a key requirement.
Bachelor’s Degree or equivalent experience
US Citizenship
United States Secret Clearance and ability to obtain TS/SCI.

Nice To Haves

3 years of experience working within Special Access Programs within the DoW or industry.
Master’s degree in a technical or business field.
3 years of experience in the operations or maintenance of US DoW electromagnetic spectrum operations / spectrum dominance, SIGINT or ELINT systems.
Experience as a DoW acquisition program manager.
Experience in successfully transitioning S&T efforts into programs of record.
Experience in the US DoW with Advanced Sensors, Technologies, Active Communication Programs, and Tactical Data Links.
Active Top Secret security clearance with SCI.

Responsibilities

Drive Full Business Development Lifecycle: This includes everything from opportunity identification and qualification to capture strategy and proposal execution. The ACES Business Development Manager often serves as the "capture manager" for key pursuits.
Proposal Development and Negotiation: This individual takes charge of developing high-quality, compliant, and competitive proposals in response to government solicitations. They will assist as part of a team in the negotiation of business arrangements and teaming, ensuring a positive outcome for the company.
Create New Teaming and Partnership Opportunities: This role involves identifying and vetting potential internal and external teaming partners and subcontractors to strengthen the company's offerings and increase its chances of winning major contracts.
Foster & Sustain Strategic Relationships: A critical responsibility is establishing and maintaining strong relationships with key decision-makers and influencers in government agencies, military branches, intelligence community, business to business, and other defense contractors.
Senior Brand Ambassador: The ACES Business Development Manager acts 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 pursuits and market focus areas.
Develop and Finalize Business Growth: Build and complete detailed business development plans to substantially boost revenue by acquiring awards in the US Government market space. Identify and prioritize key opportunities, agencies, and programs aligning with our core capabilities and strategic plan. Align these strategies to ACES business unit growth plans to enable significant year-over-year growth.
Market Intelligence: This role involves 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 to identify new opportunities, inform senior business leadership, and shape strategy around major pursuits.
Pipeline Management: Build, manage, and maintain a robust pipeline of qualified opportunities from lead generation through closure. Apply CRM tools as appropriate to track progress, report on metrics, and align this pipeline to the business unit growth plans.
Cross-Functional Leadership: Work seamlessly with product development, engineering, sales, marketing, and legal teams to ensure alignment of business development efforts with overall business unit strategy and capabilities.