Viasat · 13 hours ago
Head of Business Development & Strategy, Global Commands
Florida, United States
Full-time
Hybrid
Director/Executive
$225K/yr - $420K/yr
20+ years expViasat is a company on a mission to deliver connections with the capacity to change the world. They are seeking a Head of Business Development to lead and expand engagement with Viasat International Government Accounts, focusing on the defense sector and driving growth strategies. The role involves developing business strategies, managing relationships, and leading a team to secure new business opportunities.
InternetOptical CommunicationTelecommunications
No H1B
Security Clearance RequiredU.S. Citizen Only
Responsibilities
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
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
Continuously researching and analyzing the defense industry environment, including emerging trends, policy changes, budgetary shifts, and competitor activities
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
Develop a service-facing strategy to foster and grow legislative support within the international government
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 and often assist our legislative team in engaging staff and members across the government legislatures
Work seamlessly with product development, engineering, sales, marketing, and legal teams to ensure alignment of business development efforts with overall company strategy and capabilities
Establish and maintain strong relationships with key decision-makers in government agencies, military branches, intelligence community, business to business, and other defense contractors
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
Lead, manage and mentor a team of business development, capture, and proposal professionals both directly and indirectly
Manage budgets related to business development activities, including budgets for business development, resources for bids and proposals (B&P), internal research and development (IRAD) and other overhead costs
Track budgets against awards received to determine if resources are/were used in the most effective and efficient manner possible and present to senior business leadership to inform future operating budgets
Lead Full Business Development Lifecycle, including everything from opportunity identification and qualification to capture strategy and proposal execution
Lead the development of high-quality, compliant, and competitive proposals in response to government solicitations (e.g., RFPs, RFQs)
Lead the negotiation of contracts, ensuring favorable terms for the company
Identify and vet potential teaming partners and subcontractors to strengthen the company's offerings and increase its chances of winning major contracts
Qualification
Required
20+ years' progressive experience in business development, sales, or capture management within the US defense sector, specifically targeting US Military Service Accounts
Proven track record of consistently exceeding multi-million dollar revenue targets and securing prime contracts with the US Army, Navy, Air Force, Marine Corps, Space Force, or Coast Guard
Deep understanding of the DoD acquisition lifecycle, FAR/DFARS regulations, and government contracting vehicles (e.g., IDIQs, OTAs, BPAs)
Extensive network of contacts within the US Military, defense contractors, and relevant government agencies
Experience with a diverse range of contract types (e.g., FFP, CPFF, CPIF, T&M)
Knowledge of emerging technologies and their application to military challenges
Bachelor's degree in Business Administration, Engineering or equivalent experience
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 organization as the preferred (vs required) partner in a competitive market
Excellent negotiation and closing skills
Proficiency in CRM software (e.g., Salesforce, Microsoft Dynamics) and Microsoft Office Suite
Strong leadership and mentoring capabilities
High emotional intelligence and intellectual curiosity
Inspires coalition building and idea generation across the organization
US Government position. US Citizenship required
Active DoD Secret Clearance with ability to obtain TS/SCI
Ability to travel 50 - 60% both CONUS and OCONUS
Preferred
Proven experience working within Special Access Programs within the DoD, other international militaries, or industry
Master's degree in a technical or business field
Demonstrated experience in the operations or maintenance of military operational information networks, communications, and cyberspace systems
Proven experience as an acquisition program manager
Active TS/SCI Clearance
Benefits
Additional cash or stock incentives may be provided as part of the compensation package
A range of medical, financial, and/or other benefits
Company
Viasat
Viasat is a global communications company that offers satellite services.
5001-10000 employees
Funding
Current Stage
Public CompanyTotal Funding
$3.16BKey Investors
UK Space AgencyNASA
2025-11-21Grant· $1.15M
2024-09-09Post Ipo Debt· $1.98B
2023-09-13Post Ipo Debt· $733.4M
Leadership Team
Andy Lincoln
Chief Engineer
Don Buchman
President Aviation
Recent News
2026-01-16
2026-01-09
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