Partner Manager

Viasat, Inc. • Carlsbad, CA

40d • $85,000 - $144,500

About The Position

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.

Viasat is seeking a strategic and operationally minded Partner Manager to support our Government Integrated Solutions (GIS) business unit. In this role, you will act as the central hub for the terrestrial, cloud, and software components of our multi-domain network ecosystem.
You will play a pivotal role in operationalizing our business strategy by driving the full teaming agreement lifecycle. You will serve as the engine that converts strategic intent into signed, executable partnerships, identifying, onboarding, and managing partners across Cloud, Telecommunications, Cybersecurity, and Edge Technology sectors.

Requirements

• Experience: 5+ years in Partner Management, Business Development, or Subcontracts Management within the Defense/GovCon or Tech industry.
• Commercial Agility: Experience structuring Strategic Alliance Agreements, MSP contracts, and Teaming Agreements, moving beyond standard NDAs to revenue-generating constructs.
• Process Proficiency: Demonstrated ability to manage high volumes of transactional agreements and spot business risks in standard terms before escalating to legal counsel.
• GovCon Literacy: Strong understanding of the government acquisition lifecycle (FAR/DFARS) and the strategic value of security accreditations.
• Undergraduate in Business Administration or equivalent experience
• Citizenship: US Citizenship is required.
• Eligible for US Government Security Clearance.
• Travel up to 20%

Nice To Haves

• Experience working in a "Closed-Loop" operating model, applying benchmarks and telemetry to track partner performance and pipeline health rather than relying on qualitative updates.
• Proven track record of "Ecosystem Orchestration," managing multi-vendor solutions where disparate partners (e.g., hardware OEMs, software ISVs, and connectivity providers) are integrated into a single customer offering.
• Demonstrated experience navigating "Co-opetition" (cooperative competition) environments, specifically dealing with large Primes or Hyperscalers who may be a partner on one pursuit and a competitor on another.
• End-to-end lifecycle management experience, from initial identification and onboarding to enablement and QBRs (Quarterly Business Reviews).

Responsibilities

• Ecosystem Management: You will identify, onboard, and manage partners across four critical technology portfolios: Advanced Technology (AI/Software), Cloud & Compute, Infrastructure & Security, and Network Carriers.
• Agreement Lifecycle Management:
• Drive the Partnership Process: Act as the primary owner for Non-Disclosure Agreements (NDAs) and teaming activities, ensuring agreements are completed proactively to support business velocity.
• Collaborate with internal Viasat teams (Contracts, Pricing, Legal, Marketing, Public Relations) to develop strategic go-to-market agreements. These agreements help Viasat integrate partner technology into comprehensive, critically important solution offerings for government customers.
• Status Tracking: Maintain rigorous tracking of all active and expiring agreements, proactively initiating renewals to prevent coverage gaps.
• Proposal & Capture Support
• Capture Collaboration: Collaborate with Capture Managers to identify the right technology partners for specific major bids and government programs.
• Strategic Navigation: Skillfully navigate complex market dynamics where partners may also be competitors, ensuring clear "rules of engagement" and preserving long-term relationships.
• Partner Enablement & Strategy
• Value Proposition: Articulate the strategic advantage of Viasat’s accredited network architecture, demonstrating how teaming with us streamlines government security requirements and accelerates the deployment of partner capabilities to the tactical edge.
• Integration Strategy: Work with Cloud and Network partners to establish deep technical integrations that enhance network resilience and security for government traffic.

Benefits

• 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.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level