Sales Manager bei Viasat/Inmarsat Government

About us

One team. Global challenges. Infinite opportunities. At Viasat/Inmarsat Government, 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

We are currently seeking a multi-faceted and meticulous Sales & Account Manager to lead our Government Maritime opportunities and programs.  The Maritime Sales & Account Manager role is responsible for meeting ambitious customer acquisition and revenue growth goals as an individual contributor reporting to the Maritime Domain Business Development Director.  The Sales & Account Manager is responsible for prospecting, developing, and maintaining customer relationships, understanding customer needs and requirements, and aligning customer expectations with Viasat Government / Viasat products, services and solutions.   The position requires a self-starter with proven revenue-generating skills, strong understanding of sales, marketing, customer support, and strategy, particularly in the technological world. Seeking an individual that is self-motivated and driven with a sense of urgency to target and stay in front of strategic and or tactical opportunities. Must be willing to operate in a fast-paced atmosphere in which we are seeking to outperform a highly competitive marketspace.  

The day-to-day

Your customer management expertise and passion will be integral to help us craft new opportunities, networks, and service existing programs.­ You will work closely with our Business Development team and directly with our customers to define system requirements, and will work with our engineering teams to find practical solutions meeting these requirements.­ You will be a primary point of contact for key maritime customer communications and provide best-of-class service and support throughout the entire capture process while participating in business area growth.

• Must own and meet or exceed individual annual bookings and revenue targets.
• Must be able to track and manage multiple opportunities within ServiceNow and Salesforce. 
• Should have some knowledge of US government and Defense customers (government and industry) and relevant systems integrators across the value chain.
• Must execute a proven sales process (account plans, prospecting/cold calling, qualifying leads, closing the deal) to achieve sales targets and expand the company’s customer base.
• Successfully research target customers, recognizes areas of concern, and positions the company to solve problems while meeting customer or integrator mission and affordability goals Recommends selling prices by monitoring competition, supply, demand and margin targets  .
• Identifies and qualifies new business leads through networking, personal contacts, and social media (LinkedIn, etc)  
• Maintains an accurate database of leads, contacts, accounts, opportunities, and forecast within ServiceNow or Salesforce and LinkedIn Sales Navigator.
• Must maintain a substantial qualified pipeline of opportunities for consistency of performance over time.
• Responsible for developing forecasts on a monthly, quarterly and annual basis for existing and new products and services for assigned territory / customers.
• Willing to assume Additional Duties and responsibilities with job growth over time.

What you'll need

• At least 3, preferably 5 years of Maritime sales experience with documented quota attainment in hardware and/or satellite or telecommunication services or related communications field.
• Bachelor’s degree or equivalent experience in technical or business field.
• Aptitude to be an individual contributor, coachable, self-motivated.
• Previous Inside Sales, Account Management or Technical Sales background with basic understanding of satellite communications, IP solutions, and the federal government marketplace.
• Comfortable with prospecting for new business - exceptional presence, ability to build trust and rapport; and to qualify new leads and business prospects.
• Must possess some understanding of SATCOM buying process, FAR and DFAR processes to guide contracting and procurement strategy  
• Excellent time management and organizational skills to prioritize activities and to actively manage multiple sales opportunities simultaneously
• Excellent interpersonal skills - must be exceptionally articulate, verbally and in writing.
• Proficiency in Microsoft Office applications, particularly in PowerPoint; proficiency in Customer Relationship Management tools (Service Now, Sales Force)  
• US Government position. US Citizenship Required
• Ability to obtain an active DoD Secret Clearance or ability to obtain when administratively feasible

Competencies:  

• Excellent analytical and critical thinking skills
• Display exceptional negotiation and persuasion skills
• Demonstrate ability to develop and deliver high quality presentations to all levels of a customer organization
• Exhibit strong active listening skills
• Demonstrate excellent organizational and time management skills, able to multi-task
• Strong computer skills and proficiency in sales software programs
• Have exceptional customer service skills

What will help you on the job

• Current Active DoD Secret clearance
• Knowledge of the US Navy, Coast Guard and Merchant Marines
• Proposal Writing Experience
• Capture Management Experience within US Government, US Maritime (Government & Industry)

Applicants selected may be subject to a government security investigation and must meet the eligibility requirements thereof.

Viasat/Inmarsat Government is an equal opportunity employer.