Sales Manager

About us

One team. Global challenges. Infinite opportunities. At Viasat/Inmarsat Government, 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.

What you'll do

We are currently seeking a multi-faceted and meticulous Sales & Account Manager to lead our Government Maritime opportunities and programs. The Maritime Sales & Account Manager role is responsible for meeting ambitious customer acquisition and revenue growth goals as an individual contributor reporting to the Maritime Domain Business Development Director. The Sales & Account Manager is responsible for prospecting, developing, and maintaining customer relationships, understanding customer needs and requirements, and aligning customer expectations with Viasat Government / Viasat products, services and solutions.

The position requires a self-starter with proven revenue-generating skills, strong understanding of sales, marketing, customer support, and strategy, particularly in the technological world. Seeking an individual that is self-motivated and driven with a sense of urgency to target and stay in front of strategic and or tactical opportunities. Must be willing to operate in a fast-paced atmosphere in which we are seeking to outperform a highly competitive market space.

The day-to-day

Your customer management expertise and passion will be integral to help us craft new opportunities, networks, and service existing programs. You will work closely with our Business Development team and directly with our customers to define system requirements, and will work with our engineering teams to find practical solutions meeting these requirements. You will be a primary point of contact for key maritime customer communications and provide best-of-class service and support throughout the entire capture process while participating in business area growth.

• Must own and meet or exceed individual annual bookings and revenue targets.
• Must be able to track and manage multiple opportunities within Service Now and Salesforce.
• Should have some knowledge of US government and Defense customers (government and industry) and relevant systems integrators across the value chain.
• Must execute a proven sales process (account plans, prospecting/cold calling, qualifying leads, closing the deal) to achieve sales targets and expand the company’s customer base.
• Successfully research target customers, recognizes areas of concern, and positions the company to solve problems while meeting customer or integrator mission and affordability goals Recommends selling prices by monitoring competition, supply, demand and margin targets.
• Identifies and qualifies new business leads through networking, personal contacts, and social media (Linked In, etc)
• Maintains an accurate database of leads, contacts, accounts, opportunities, and forecast within Service Now or Salesforce and Linked In Sales Navigator.
• Must maintain a substantial qualified pipeline of opportunities for consistency of performance over time.
• Responsible for developing forecasts on a monthly, quarterly and annual basis for existing and new products and services for assigned territory / customers.
• Willing to assume Additional Duties and responsibilities with job growth over time.

What you'll need

• At least 3, preferably 5 years of Maritime sales experience with documented quota attainment in hardware and/or satellite or telecommunication services or related communications field.
• Bachelor’s degree or equivalent experience in technical or business field.
• Aptitude to be an individual contributor, coachable, self-motivated.
• Previous Inside Sales, Account Management or Technical Sales background with basic understanding of satellite communications, IP solutions, and the federal government marketplace.
• Comfortable with prospecting for new business - exceptional presence, ability to build trust and rapport; and to qualify new leads and business…