Sales Director, Government

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.

The Sales Director for the Data At Rest Product Centre is responsible for managing a team of 4-people to secure an annual order intake of approximately $20M. Responsibilities include directing the sales team, managing the pipeline and sales operations, defining capture campaigns for specific opportunities and working with colleagues to secure contract signature. The Sales Director will report into the Senior Director with overall responsibility for running the Data at Rest Product Centre.

The Sales Director for the Data At Rest Product Centre is accountable for the total awards, with emphasis on UK Defence, UKIC, NATO and EDA.  The role will focus on end-user engagement (working with Partners as appropriate) and will focus on promoting the UK sovereign Data at Rest products and services within Viasat UK Limited and growth of circa 15%-20% YoY.

The individual will have a very good knowledge of the Defence Operational and Procurements structure, processes and people related to the provision and operation of Information Assurance and or Crypt Key. An active senior level network is required to enable rapid creation of a strong pipeline of opportunities across the UK Government to grow revenues.

The successful applicant will be required to engage pro-actively with a broad cross-section of contacts across the company, end users and GCHQ.

• Develop, execute and maintain a business development plan to engage key UK Defence UKIC, NATO and EDA to quickly identify opportunities for short-term growth and long-term revenue performance.
• Develop and deliver clear presentations on integrated solutions with benefits to end-user customers
• Meet and exceed targets for profitable sales (New Business Bookings)
• Develop and maintain deep UK Government, NATO and EDA end-user relationships to establish the brand preference for Inmarsat (up to and including tender specification of Inmarsat products and services) and prioritise the approach to market in accordance with G2 strategy and capability fit.
• Work with UK Defence UKIC, NATO and EDA end-users and cross functionally within Viasat UK to understand and define customer operational, technical, financial and procurement requirements and match uniquely differentiated value propositions
• Develop strategic partnerships that will bring new opportunities, improve access to the end-user community and generate material growth
• Raise the profile of Inmarsat within associated public organisations across UK
• Support partners (as appropriate) in complex bids and solutions
• Develop and maintain relationships with selected supporting organisations, which will allow positioning of Inmarsat capability and facilitate access to end-user customers (terminal manufacturers, solutions providers and systems integrators)
• Production of timely activity reports, revenue/bookings forecasts (including accurate and up to date SFDC) and commentary

Team Leadership

• Develop, lead, coach and inspire the DaR Sales Team.
• Develop and lead a world class team with deep domain experience and customer intimacy.
• To coach and mentor the team to deliver exceptional performance.

Product Development Contribution

• Provide input to product developments activities by identifying key products gaps in the market and end user requirements.
• Contribute to initiatives with Product/Offer Management for current and new products/offerings and enhancements.

 Viasat UK DaR Strategy

• Contribute as required, with key inputs in the area, to the Strategic Plan (StratPlan).
• Identify opportunities for cross collaboration with the wider Viasat Government teams and other Vertical BUs on Viasat products/offerings in the domain

• Minimum 5 years’ experience in sales/business development of UK/NATO defence
• Strong track record of success in breaking into new customers, building revenue quickly and sustainably
• Understanding of UK defence landscape and demonstrable experience building trusting relationships
• Strong Presentation Skills and inter-personal skills.
• Ability to Travel regularly.
• UK sole national, holding or being able to obtain Developed Vetting (DV) Clearance.

• Strong background working within Crypt key sectors
• Experience working with the NCSC

#Li-Hybrid

Viasat is proud to be an equal opportunity employer, seeking to create a welcoming and diverse environment. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, ancestry, physical or mental disability, medical condition, marital status, genetics, age, or veteran status or any other applicable legally protected status or characteristic. If you would like to request an accommodation on the basis of disability for completing this on-line application, please click E-Mail schreiben.