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
As a Viasat Sales and Distribution Manager, you will be a member of a team responsible for the management and development of key distribution partnerships for Viasat’s European broadband services. Responsible for all wholesale partnerships in EMEA, the goal is to generate sales by nurturing and developing business in partnership with existing strategic players in your region, building distribution of Viasat services across (but not limited to) national and niche ISPs, regionally and vertically segmented Channel Partners, Retail Partners and traditional MNOs and Telecommunications providers.
Key will be the ability to rapidly build profitable relationships. The position has an emphasis on sales growth through the supporting and developing of existing partners, ensuring all aspects of the cycle are managed from the onboarding of partners, accuracy in forecasting and commercial compliance to devising execution and growth strategies. You will take responsibility for both revenue and subscription volume delivered by partners in conjunction with the quality of service they in turn deliver to their end user.
Alongside the existing relationships there will be a need for developing new opportunities either in partnership with our business development team or independently. You will have ownership for several territories. This is a role where a strategic and collaborative approach coupled with absolute sales ownership are essential skills.
The day-to-day
- Develop a deep understanding of the telecoms and distribution landscape in the region, collaborating with internal and cross functional team mates to build a concrete market intelligence foundation.
- Proactively and continuously prospect for new Viasat business opportunities, via existing relationships and contacts, cold contact, trade shows, and industry connections
- Achieve quarterly and annual sales targets alongside consistently measuring your performance and output.
- Engage with and collect feedback from customers measuring customer satisfaction to provide feedback to new product, systems, and process development.
- Take full responsibility for the complete end-to-end customer cycle with distribution partners ensuring high standards of customer service and integrity of sales process.
- Develop and maintain an opportunity pipeline from within your portfolio of accounts and externally, across all targeted geographies and verticals, documenting and reporting your progress as required by the business.
- Develop and document processes to effectively onboard and launch new trading opportunities.
- Develop business proposals based on partner opportunity, technical requirements, operational capabilities, and contractual obligations
- Be an advocate for Viasat and make sure that we are creating valuable partnerships
- Work closely with partners and internal Viasat cross functional teams, including product, sales, marketing, finance, legal, operations, and customer support to implement and support high quality solutions
- Attend Networking Events, Retailer Roadshows, Conventions, and National Sales Meetings
- Develop and maintain effective communications with new and existing customers to negotiate contracts that contribute to corporate objectives.
- Motivate and train area sales and pre-sales staff to ensure that they are empowered to meet all sales targets and carry out their responsibilities to the required standards.
What you'll need
- Over 5 years of proven ability to establish and cultivate strategic relationships while solving complex problems in a dynamic, multi-faceted operational environment. We are looking for an experienced individual who would have the ability to be independent in the role.
- Experience in international Telecom, MNO, DTH, or direct to consumer subscription services is a must.
- Experience within both B2C and B2B, wholesale and retail environments is essential.
- Solid experience influencing and attaining engagement of senior level business executives
- Demonstrable track record of high-level sales and business development success within the telecommunication or subscription services environment
- Proven track record of success selling into different European markets and countries
- Experience developing, forecasting and managing sales metrics and channel performance
- Experience establishing and managing distribution channels
- Experience developing key benchmarks and using analytics to measure business performance
- Ability to develop, prepare and present sales strategy using market data and business performance metrics
- Demonstrated success working cross-functionally in matrixed organizations
What will help you on the job
- Strong communication skills in both writing and speaking
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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.
