Sales Director, Government

3 weeks ago

Farnborough, United Kingdom Viasat Full time
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.


What you'll do

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 signatures. The Sales Director will report to the Senior Director with overall responsibility for running the Data at Rest Product Centre.

The Sales Director is accountable for 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 promoting the UK sovereign Data at Rest products and services within Viasat UK Limited with a growth target of circa 15%-20% YoY.

The individual will have a strong knowledge of the Defence Operational and Procurement 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 engage proactively with a broad cross-section of contacts across the company, end-users, and GCHQ.


The day-to-day

  • 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 brand preference for Inmarsat and prioritize 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 the UK.
  • Support partners (as appropriate) in complex bids and solutions.
  • Develop and maintain relationships with selected supporting organisations to position Inmarsat capability and facilitate access to end-user customers.
  • Produce 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.
  • Coach and mentor the team to deliver exceptional performance.

Product Development Contribution

  • Provide input to product development activities by identifying key product 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.

What you'll need

  • 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 the UK defence landscape and demonstrable experience building trusting relationships.
  • Strong presentation and interpersonal skills.
  • Ability to travel regularly.
  • UK sole national, holding or being able to obtain Developed Vetting (DV) Clearance.

What will help you on the job

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

#Li-Hybrid


EEO Statement

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 online application, please click here.

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