Head of Business Development & Strategy, Global Commands

About us

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.

This highly motivated and results-oriented Head of Business Development will lead and expand our engagement throughout our Viasat International Government Accounts. This strategic leadership role is responsible for identifying, developing, and closing new business opportunities across the entire service in support of all Viasat’s Government Business areas.

Drive our growth strategy within the defense sector while working closely with business leadership, engineering, product, and capture management teams to deliver compelling value propositions to our military customers. Additionally, you will form our multi-year strategy to position for upcoming opportunities and move the business to larger scopes of work.

Strategic Leadership and Planning:

Build and Implement Strategic Account Growth:
Develop and apply comprehensive business development strategies to significantly grow revenue from International Military & Government Service Accounts. Identify and prioritize key opportunities, agencies, and programs aligning with our core capabilities and strategic plan. Align these strategies to Viasat Government’s plans for growing its business area to enable significant year over year growth.

Market Intelligence:
This role requires 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 identify new opportunities, advise senior Viasat Government leadership and shape strategy around major pursuits, legislative strategy, service strategy.

Multi-Pipeline Management:
Build, lead, and maintain a robust pipeline of qualified opportunities from lead generation through closure. Utilize CRM tools to track progress and report on metrics and align this pipeline to the business area growth plans.

Influencing Legislative Strategy Development:
Along with the legislative affairs team, this role develops a service-facing strategy to foster and grow legislative support within the international government. The candidate stays abreast of industry trends, competitor activities, new technologies, and changes in military doctrine, acquisition policies, and budget priorities. They provide regular market insights to senior leadership and often assist our legislative team in engaging staff and members across the government legislatures.

Cross-Functional Leadership:
Work seamlessly with product development, engineering, sales, marketing, and legal teams to ensure alignment of business development efforts with overall company strategy and capabilities.

Customer and Stakeholder Relationships:

Foster & Sustain Strategic Relationships:
A critical responsibility is establishing and maintaining strong relationships with key decision-makers in government agencies, military branches, intelligence community, business to business, and other defense contractors.

Senior Brand Ambassador:
Act 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 service.

Team and Financial Management:

Lead and Mentor the Business Development Team:
Lead, manage and mentor a team of business development, capture, and proposal professionals both directly and indirectly. This includes fostering a results-driven and collaborative culture and ensuring the team has the skills and resources to succeed.

Budget Management:
Manage budgets related to business development activities, including budgets for business development, resources for bids…