Head of Business Development & Strategy, US Army

About Us

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.

The Head of Business Development & Strategy, US Army will identify, develop and close new business opportunities across the entire service in support of all Viasat’s Government Business areas. Using an in-depth understanding of the DoD acquisition process, a robust network within the military services and a proven track record of securing significant contracts for advanced technology solutions or services.

• Strategic Leadership and Planning — Develop and execute comprehensive business development strategies to significantly grow revenue from US Military Service Accounts. Identify and prioritize key opportunities, agencies, and programs aligning with our core capabilities and strategic plan. Align these strategies to Viasat Government’s business area growth plans to enable significant year over year growth.
• Market Intelligence — Continuously research and analyze the defense industry environment, including emerging trends, policy changes, budgetary shifts, and competitor activities to identify new opportunities, inform senior leadership, and shape strategy around major pursuits and legislative strategy.
• Multi-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 and align this pipeline to the business area growth plans.
• Influencing Legislative Strategy Development — Work with the legislative affairs team to develop a service-facing strategy to foster and grow legislative support within the U.S. government. 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 and assist our legislative team in engaging staff and members across the USG legislature.
• Cross-Functional Leadership — Collaborate seamlessly with product development, engineering, sales, marketing, and legal teams to ensure alignment of business development efforts with overall company strategy and capabilities.
• Customer and Stakeholder Relationships — Foster and maintain strategic relationships with key decision-makers in government agencies, military branches (DoD, Air Force, Army, Navy), intelligence community, business-to-business partners, and other defense contractors.
• Senior Brand Ambassador — Act as a primary liaison with customers and partners, representing the company at industry events, conferences, and briefings to enhance market presence and build credibility. Work with the marketing team to enhance brand awareness and build a marketing strategy for the service.
• Team and Financial Management — Lead, manage and mentor a team of business development, capture, and proposal professionals to foster a results-driven and collaborative culture. Manage budgets related to business development activities, including B&P, IRAD, and other overhead costs, and track budgets against awards to inform future operating budgets.
• Business Development and Capture Management — Lead the full business development lifecycle: identify opportunities, devise capture strategies, and execute proposals while serving as the capture manager for high-value pursuits. Lead the development of high-quality, compliant, and competitive proposals in response to government solicitations (RFPs, RFQs) and negotiate favorable terms. Identify and vet teaming partners and subcontractors to strengthen offerings and increase chances of winning major contracts.

• 20+ years of progressive experience in business development, sales, or capture management within the US defense sector, specifically targeting US Army Accounts.
• Proven track record of consistently exceeding multi-million dollar revenue…