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:
Viasat International Government (VIG) delivers secure space, cyber, and tactical network solutions to governments around the world working within the Viasat Government (VGOV) business. Within VIG the Tactical Networks and High Assurance Encryption team focus on Defence and Intelligence users and partners across governments around the world.
Tactical Networks and High Assurance Encryption is a key, high priority line of business for Viasat, the success of which will be instrumental in driving VIG’s accelerated revenue growth over the next 4 years.
The day-to-day:
In this role, you will operate at the center of Viasat’s international defense growth efforts, leading the day-to-day execution of Tactical Networks and High Assurance Encryption sales and business development activities across global government accounts. You will set priorities and guide a multidisciplinary team spanning business development, sales, engineering, capture, proposals, service delivery, and product management—ensuring all functions are aligned and operating at a high-performance level to deliver integrated, mission-focused solutions. On a daily basis, you will engage with Regional Market Development counterparts to review and advance active opportunities, shape new pursuits, and drive capture strategies for large programs of record. You will maintain direct engagement with senior defense stakeholders, continuously refine customer requirements, influence acquisition pathways, and align internal resources to maximize win probability.
You will actively oversee pipeline health, using CRM tools to track progress, identify gaps, and ensure a steady flow of qualified opportunities from early lead generation through contract award. A significant portion of your time will be spent collaborating with capture managers, proposal teams, and technical SMEs to develop compelling bids, white papers, and presentations that clearly address operational challenges and mission needs. Simultaneously, you will monitor market dynamics—competitor activity, emerging technologies, policy changes, and budget signals—translating insights into actionable guidance for leadership and adjusting strategy as needed.
Internally, you will play a key leadership role within the Viasat International Government leadership team, contributing to the execution of the broader growth strategy while ensuring tight coordination with the Mission Connections and Cybersecurity (MC2) organization. This includes synchronizing product inputs, aligning future capability needs, and maintaining a unified approach to customer engagement. You will also oversee progress against the strategic plan and financial targets, working closely with finance and executive leadership to track performance and recommend adjustments. Externally, you will represent Viasat at industry events, military forums, and trade shows, using these engagements to strengthen relationships, elevate brand presence, and generate new business opportunities—all while ensuring the seamless delivery of secure, resilient, and mission-critical communications solutions to international partners.
What you'll need:
- Minimum of 5 years in a senior leadership role within a comparable environment, leading high-performing teams and complex business functions.
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10+ years of progressive experience in business development, sales, or capture management within the international defense sector.
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Demonstrated success in building and scaling business pipelines, developing high-performing teams, and consistently exceeding multi-million-dollar revenue targets, including securing prime contracts of record.
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Strong understanding of defense programs and procurement processes, ideally across one or more Five Eyes (FVEY) nations.
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Proven experience within the tactical communications domain, including technologies such as Link 16, as well as high-assurance / Type 1 encryption requirements.
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In-depth knowledge of at least one Five Eyes defense acquisition lifecycle, including related regulations and government contracting mechanisms.
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Recent, relevant experience supporting or delivering tactical communications programs and/or high-assurance encryption initiatives.
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Familiar with ITAR regulations and the broader compliance environment relating to the export of US military technology.
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Strong awareness of emerging technologies and their practical application to modern military and operational challenges.
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Bachelor’s degree in Business Management, Engineering, or a related field (or equivalent experience).
Exceptional written and verbal communication skills, with the ability to deliver clear, compelling presentations to senior stakeholders.
Proven ability to operate both independently and collaboratively in a fast-paced, complex, and matrixed environment.
Strong strategic thinking, analytical capability, and problem-solving skills, with the ability to translate vision into execution.
Demonstrated success in building and maintaining senior-level relationships, both internally and with external customers, with the diplomacy and flexibility of style to work across nationalities and cultures.
Track record of positioning an organization as a preferred partner in competitive markets, beyond baseline contractual requirements.
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A highly consultative and solution-led approach to relationship development and sales.
Advanced negotiation and deal-closing skills, with a strong focus on win strategy and value creation.
Proficiency in CRM platforms (e.g., Salesforce, Microsoft Dynamics) and the Microsoft Office Suite.
Strong leadership, coaching, and mentoring capabilities, with a focus on developing talent and driving performance.
High degree of emotional intelligence, coupled with curiosity and adaptability in dynamic environments.
Ability to foster collaboration, coalition building, and innovative thinking across cross-functional teams.
Eligibility to obtain a Developed Vetting (DV) clearance or equivalent Top Secret clearance within the applicable 4 Eyes nations.
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Is eligible for an SC clearance in any one of the 4EYEs (e.g. 5EYEs exc. US)
What will help you on the job:
- Active DV or Equivalent Clearance.
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Prior military service in a relevant branch or role.
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Experience with a diverse portfolio of defense customers and programs.
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Demonstrated success in building and scaling a business development function.
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 on-line application, please click here.
