Business Development Manager (Tactical Networking) - Asia Pacific

Viasat; Canberra; Remote; AUD 180,000 - 240,000; Full time

Job summary

Viasat is seeking an experienced Tactical Networking Business Development Manager to drive growth across APAC within the Defence sector. You will identify, shape, and close opportunities, engaging senior stakeholders and leading campaigns with cross-functional teams.

Based in Australia (Canberra area), you will coordinate with regional market development and operations to ensure ambitious growth targets are met while maintaining compliance and security standards.

Qualifications

• 5+ years of progressive experience in business development, sales, or capture management within the International defence sector.
• Bachelor’s degree in business management, Engineering, or equivalent.
• Experience with CRM tools and complex proposal processes is advantageous.

Responsibilities

• Identify and capture new opportunities in APAC for tactical networking products and services.
• Engage with senior defence stakeholders to shape requirements and win strategies.
• Lead structured campaigns and collaborate with capture managers and technical SMEs to develop bids.
• Maintain an active pipeline from lead generation through to closure and report progress via CRM.

Skills

Business development

Sales experience

Capture management

Defence sector knowledge

NV1 clearance

Education

Bachelor's degree

Engineering or related field

Tools

Salesforce

Microsoft Dynamics

Job description

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 Viasat International Government (VIG) the Tactical Networks and high assurance Encryption team (TN&E) focus on Defence and Intelligence users and partners across governments right around the world.

We are seeking a highly motivated and results-oriented Tactical Networking Business Development Manager to drive growth from within the Tactical Networking portfolio across International Government accounts,, working in collaboration with our Regional Market Development team. This role is responsible for identifying, developing, and closing new business opportunities across APAC within the Defence sector, with a focus on Viasat’s comprehensive portfolio of Tactical Networking products and services.

The scope includes systems supporting tactical crewed and uncrewed communications; Link 16 tactical gateways; narrowband SATCOM capabilities (UHF); terrestrial laser free-space optical communications; and tactical software-defined networking.

In addition, the role encompasses the delivery of integrated services that enable seamless connectivity, linking users to cloud-based mission data and applications, ensuring secure, resilient, and mission-critical communications.

You will be part of a team delivering mission critical capabilities to our partners and in a company that is leading the way with space and defence technology solutions.

The day-to-day

Key Components of this Role

• Strategic Growth: Identify and capture new business opportunities for tactical networking products and services, such as the MOJO Next Tactical Gateway and Viasat’s NetAgility virtual Software Defined Networking (vSDN) platform .
• Customer Engagement: Working with the VIG Regional Market Development team, engage with senior defence stakeholders to identify, shape and influence their requirements to inform our win strategies, resource requirements, customer engagement plans and more, in order to secure the business.
• Mission Support: Support critical sovereign missions by helping customers articulate their needs into capability gaps, shaping both current solution adoption and the development of future products.
• Proposal Development, Deliver & Support: Lead and deliver structured campaign strategies to secure large-scale strategic programmes, achieving the successful award and execution of multiple major projects across the campaign lifecycle. Work in close collaboration with capture managers, proposal teams, and technical subject matter experts to develop compelling, compliant bids, white papers, and presentations that directly address defined military requirements and operational challenges.
• Pipeline Management: Build, manage, and maintain a robust pipeline of qualified opportunities from lead generation through closure. Utilize CRM tools to track progress and report on metrics. Pursue the development and capture of new strategic partnerships for the relevant domains when required.
• Market Intelligence: 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.
• Cross-Functional Collaboration: Work as an integral part of the Viasat International Government team, particularly the Regional Market Development team and Operations, ensuring delivery of VIG’s ongoing & planned growth. Develop a strong relationship with other VIG and VGOV business areas, particularly the MC2 Business Area.
• Representation: Represent the company at industry conferences, trade shows, and relevant military events to enhance brand awareness and generate

Objectives and Key Results (OKR’s)

• Achieve Fiscal Targets: Capture and delivery of in year Awards and Revenue targets to support meeting the agreed in year budget for the TN&E pillar of the VIG business.
• Pipeline Development:Research and identify International programs of record within APAC customers (with a specific focus on Australia, New Zealand & Japan) to develop the tactical networking pipeline.
• Long-term BD: Delivery of campaign plans for each large-scale capture program in your domain, successfully achieving campaign milestones within the year and maximising P-Win throughout the campaign cycle
• Operational Excellence:Maintain accurate forecasts and CRM inputs to ensure business transparency.
• MC2 Interlock: Act as a focal point for MC2 interlock to develop deep Subject Matter Expertise, including areas such as Export Control, ITAR, FMS, product capabilities, future roadmaps and the capturing of any specific International customer requirements.
• Self-Development: Ensure personal and professional development is built into your objectives to align your skills to maximise market opportunity

What you'll need

Essential Qualifications and Experience

• 5+ years of progressive experience in business development, sales, or capture management within the International defence sector
• Proven track record in business growth through building virtual teams that consistently win and deliver against multi-million-dollar revenue targets
• Deep knowledge and experience of the tactical communications domain across technologies such as Link16 with demonstrable recent experience of relevant tactical networking communications programmes
• Deep understanding of at least one of the 5 Eye Defence acquisition lifecycles, regulations, and government contracting vehicles
• Knowledge of emerging technologies and their application to military challenges.
• Bachelor’s degree in business management, Engineering, or equivalent.
• Eligible for NV1 clearance

What will help you on the job

Skills:

• 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 Viasat 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.
• High emotional intelligence and intellectual curiosity.
• Inspires coalition building and idea generation across the organization

Preferences & Location

• Prior military service in a relevant branch or role.
• Experience with a diverse portfolio of defense customers and programs.
• Demonstrated success in building and scaling a business development function
• Applicant must be Australia based, there is the option to either be Home based or Office Based (Canberra)

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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.

Viasat actively supports a diverse workforce and strongly encourages applications from Aboriginal and Torres Strait Islander Peoples and people from culturally diverse backgrounds.