Director of Business Development & Strategic Partnerships

What you'll do

Viasat is seeking a visionary Director of Business Development & Strategic Partnerships to lead the expansion of our government and defense portfolio within our Mission Connections and Cybersecurity (MC2) business. As the lead for strategic alliances, you will be responsible for identifying, nurturing, and formalizing high‑value partnerships that integrate Viasat’s cutting‑edge connectivity and tactical networking capabilities into broader multi‑domain mission solutions.

You will play a critical role as we move beyond being a hardware provider to a primary mission partner for U.S. and Coalition forces. You will also work to support identification, development, and closing of new business opportunities. The ideal candidate will possess a robust network within the military services and a proven track record of securing significant contracts for advanced technology solutions or services.

This individual will be a key driver of our growth strategy, working closely with business development, leadership, engineering, product, and capture management teams to deliver compelling value propositions to our military customers.

• Strategic Alliance Management: Identify and secure teaming agreements with Tier 1 defense contractors to ensure Viasat’s inclusion in major programs of record.
• Ecosystem Development: Build and manage relationships and partnerships with cloud, AI, and edge‑compute providers to enhance our Tactical Mission Fabric (TMF) and edge‑to‑cloud connectivity offerings.
• Market Expansion: Lead and support capture strategies and key pursuits, driving toward recurring revenue through SaaS, NaaS and OpEx‑based business models.
• Deal Structuring: Negotiate complex commercial and legal frameworks, including NDAs, MOUs, and joint go‑to‑market strategies.
• Customer Relationship Management: Establish and nurture strong, lasting relationships with key decision‑makers, program managers, and stakeholders within the U.S. Military Services, translating complex technical solutions into compelling operational narratives.
• Proposal Development & Support: Collaborate closely with capture managers, proposal teams, and technical experts to develop compelling and compliant proposals, white papers, and presentations that address specific military needs.
• Market Intelligence: Stay abreast of industry trends, competitor activities, new technologies, and changes in military doctrine, acquisition policies, and budget priorities. Provide regular market insights to senior leadership.
• Cross‑Functional
  
  Collaboration:
  
  Work seamlessly with product development, engineering, sales, marketing, and legal teams to ensure alignment of business development efforts with overall company strategy and capabilities.
• Representation: Represent the company at industry conferences, trade shows, and relevant military events to enhance brand awareness and generate new business.

• 10+ years of progressive experience in strategic partnerships, business development, sales, or capture management within the U.S. defense sector.
• Proven track record of consistently exceeding multi‑million dollar revenue targets and securing contracts.
• Experience with service‑based business offerings, including cloud and SaaS.
• Experience with advanced technology and integrated solutions, including distributed cloud, AI/ML, C4
  
  ISR, cybersecurity, information assurance, wireless, space systems, and unmanned systems.
• Knowledge of emerging technologies and their application to military challenges.
• Understanding of the Department of Defense acquisition, FAR/DFARS regulations, and government contracting vehicles (e.g., IDIQs, OTAs, BPAs).
• Bachelor's degree in Business Administration, Engineering, or equivalent.

• 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…