Asia Channel Account Manager

About us

One team. Global challenges. Infinite opportunities. At Viasat, were 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. Were looking for people who think big, act fearlessly, and create an inclusive environment that drives positive impact to join our team.

What you&aposll do

The Viasat International Government team collaborates with our channel partners and end-users to deliver innovative solutions to solve government customers&apos communications challenges across the land, sea, air, and space domains.

In this role, the candidate will have exposure to a wide range of partner companies focused on the government sector. Utilising skills and experience, you will interact with our business partners to promote the merits of Viasat government solutions to secure orders and generate new business. In addition, meeting with government customers as an industry thought leader, and trusted advisor with the aim of illustrating the benefits of Viasat government services.

The day-to-day

The primary purpose of this role is running several key regional accounts to drive the creation and closure of revenue-generating opportunities in the International Government Sector, across Southeast Asia.

The role also requires engagement with the government end user community to position the Viasat government portfolio, capability and services to key target customers as we strive to win long-term, strategic deals. Additionally, collaboration with Business Development, Pre-Sales, Commercial and other internal supporting teams, including some external vendors to position Viasat government solutions to win, is required.

What you&aposll need

Develop positive relationships with regional partners and government end customers to generate significant growth in sales revenues from the full portfolio of the Viasat Government service offering, including all L-band services, Global Xpress, and other defence-focused solutions

Develop deep government customer relationships, understand and position Viasat in key projects, aligned to the Viasat International Government strategy

Develop internal relationships within the team to fully understand and tap into expertise in land, sea, and air sector teams and translate these to the channel and customers to promote growth

Seek and develop new strategic partnerships in assigned countries that will bring new opportunities and access to the end-user community and generate material growth

Exceed assigned targets for profitable sales and strategic account objectives

Raise the profile of Viasat within associated public organisations across assigned territories

Support partners in complex bids and solutions, with a clear plan to drive revenues

Develop and handle relationships with selected partner organisations, which will allow positioning of Viasat capability and facilitate access to end-user customers (terminal manufacturers, solutions providers and systems integrators)

Management and maintenance of key strategic, tactical, and account activity plans

Produce timely, relevant activity reports, revenue forecasts, and market commentary

What will help you on the job

Experience working in Government sales

Successful experience in selling satellite communications services and products

In-depth knowledge of the satellite industry and technology trends

Commercial and negotiation skills

Excellent written, communication, interpersonal, and presentation skills

Proven track record to build go-to-market and account plans, with a results-first approach

Successful experience building new strategic partnerships

Successful experience in working with international teams

Validated experience of sales and reporting tools such as Salesforce and Tableau

Strong work ethic, clear organisation, and time management skills

Creative and innovative thinking

Drive, adaptability, passion, and a willingness to embrace accountability

Keen understanding of international government procurement and acquisition trends

Desirable Knowledge and Skills:

o Additional Asian language/s would be an advantage