UAV Business Development Manager

This role is responsible for driving revenue-generating opportunities in the Government Aero Sector, with a focus on UAVs. The manager will engage with senior end-users, platform OEMs, and system integrators to position Viasat's satellite communication capabilities. They will build and manage partner agreements, develop value propositions, and manage the sales pipeline to closure. The role also involves representing Viasat in industry forums and events globally.

Responsibilities

• Capitalise and build on end user customer relationships to position Viasat aero / UAV capability and services.
• Prioritise the market in accordance with the strategy and capability fit.
• Establish relationships with current and future end-user customers to position Viasat capability / influence future procurements.
• Build and manage partner agreements with UAV OEMs globally
• Find and drive to close Aero UAV satcom deals (close through optimised route, which is most likely through current channel but may be through new channel or through direct provision).
• Build and manage Viasat International Government qualified aero UAV pipeline globally. Manage the pipeline and deals towards closure in the Viasat International Government SFDC toolset and aligned with Viasat International Government Leads to Order process.
• Develop, with the team, compelling value propositions for Viasat Aero / UAV offerings and work with marketing team to have them developed into high quality customer facing materials including slides, brochures, case studies, and videos.
• Become internally and internationally recognised as a leader in the Aero / UAV satcom sector by building a network of contacts with end users, platform manufacturers, partners, and participation in relevant trade shows and conferences.
• Develop and maintain relationships with selected supporting organisations which will allow positioning of Viasat capability and facilitate access to end-user customers (such as Aero user terminal manufacturers, capability / payload providers, trade bodies, and industry associations).
• Support / drive any lobbying / regulatory activity that may be required to support UAV use cases.
• Develop tools and techniques to access and influence the market – use those tools and techniques to meet the team objective and, where necessary, train and coach the account management team / partners on how to find and close aero / UAV deals.
• Identify opportunities for upsell across existing user base.
• Work closely with other teams in Viasat International Government to provide input on the aero / UAV product fit and any product development roadmap needed.

Requirements

• Business or technical degree with business development experience of at least 3 years
• Demonstrated experience in developing competitive proposals, including R&D
• Ability to travel.
• Aeronautical Sector and/or UAV / DRONE Business Development experience