Senior Account Manager

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 Senior Account Manager is an entrepreneurial pioneer and inspiring leader, who is responsible for developing and implementing the go-to-market strategy of multiple products for the assigned partner companies, and must be able to adapt quickly, maximizing Viasat opportunities and profit in this very strategic, and financially critical, B2B role.

The appointee to this position is responsible for developing, building and maintaining a successful relationship between Viasat and its strategic global distribution partners. The individual will use their extensive knowledge of the telecommunications and satellite industry to maximize and maintain revenue through our strategic partners.

This is a leadership role that requires engagement at every functional area of Viasat to align objectives with clear business strategy and outcomes to drive engagement and motivation to succeed. It is not a sales role that simply pushes a partner to generate revenue. The Senior Account Manager must maintain oversight over a complex landscape of technical and business elements in order to optimize success for the business as a whole.

The role holder will need to have sound business and technical acumen to be able to shape and manage the partnerships in a way that optimizes success for Viasat.

The day-to-day:

Provide strategic leadership to our global channel partners – these are very large businesses at the Fortune 500 or equivalent level, through which Viasat accesses the aviation connectivity and services market. Influence at the VP to CEO level to strategically position Viasat products and services and to drive new initiatives that deliver revenues as well as build and maintain strong and enduring partnerships.

Engage the partner company at all levels on behalf of Viasat for sales, financial operations, business development, contracts, commercial strategy, terminal strategy, product development, and marketing strategy.

The breadth of responsibility will include Viasat products from legacy services such as Classic Aero and Swiftbroadband to newer generation services such as JetXP.

This is a keystone leadership role for the Viasat/customer relationship with accountability for the execution of the Viasat value proposition:

Develop the partner to drive partner Strategic Alignment, coordinating with Market Development, Commercial Strategy, Product Management, Engineering, Finance, Contracts and other key stakeholders

Ensure both partner and Viasat are adhering to contractual obligations to each other

Oversight of Viasat’s response and support to existing service contracts

Provide leadership in improving and optimising the partners’ indirect and direct selling connectivity service and capabilities, connecting with all internal stakeholder teams to ensure they are best positioned to sell.

Enhance and/or develop, implement and enforce policies and procedures within the channel environment to improve the overall operation, effectiveness and profitability of the business

Be the face of Viasat within the partner organisation up to the senior executive level and the face of the partner organisation within Viasat to maximise the effectiveness of the relationship

Identify and realise new market opportunities with assigned partners to the overall benefit of Viasat; negotiating commercial terms and pricing effectively on behalf of Viasat

Assess any opportunities to tender/respond to RFIs from assigned accounts. Initiate and retain control of the bid management process, working closely with the technical, commercial and legal experts within Viasat to ensure a successful and profitable outcome

Through a network of contacts, or market research, identify, contact, negotiate and close new partner relationships

What you'll need:

Extensive experience in telecommunications and/or satellite solutions wholesale B2B to large enterprise customers

Proven ability to set, manage and deliver target revenues over long lead times through growing/incentivising an indirect channel to market.

Comfortable leading globally dispersed teams, working with channel partners at all levels as well as engaging directly with end-users, especially in diverse cultural settings; presenting at board level internally and externally; working in a regulated environment; working with media and presenting at large conferences; working with legal and contract professionals in Sales, Regulatory, JV and M&A settings.

Broad base of international experience and show success in multi-cultural environments, be a strong negotiator, be able to conceive of and implement growth plans, be an inspiring, collaborative and accountable leader and management peer.

What will help you on the job:

Able to travel (globally) up to 25% of the time.

Demonstrable understanding of the satellite communications industry; knowledge of the opportunities, trends and Viasat’s competitive landscape.

Strong leadership skills – this is a multi-faceted strategic role, requiring the ability to think and innovate on a strong business and technical level across all facets of a business.

Sufficient technical knowledge to conduct high-level technical discussions

Excellent communicator and presenter with experience in engaging at both a Senior VP and Customer level.

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