Head of Business Development & Strategy, Army - Remote

Company: viasat
Location: Campbell
Posted on: March 24, 2026

Job Description:

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 youll do 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, your robust network within the military services and proven track record of securing significant contracts for advanced technology solutions or services. The day-to-day Work closely with business leadership, engineering, product and capture management teams to deliver compelling value propositions to our military customers. This individual is encouraged to play a key role in driving our growth strategy within the defense sector. They will develop our multi-year strategy to position Viasat for upcoming opportunities and expand the business to larger scopes of work. Responsibilities will include: Strategic Leadership and Planning Develop and Execute Strategic Account Growth: 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. The individual selected will use this information identify new opportunities, inform senior Viasat Government leadership and shape strategy around major pursuits, legislative strategy, service 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: Along with the legislative affairs team, develop a service-facing strategy to foster and grow legislative support within the U.S. government. Stays 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 often assist our legislative team in engaging staff and members across the USG legislature. Cross-Functional Leadership: Work 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 & maintain strategic relationships: Establish and nuture relationships with key decision-makers in government agencies, military branches (e.g., DoD, Air Force, Army, Navy), intelligence community, business to business, and other defense contractors. Senior Brand Ambassador: Act as a primary liaison with customers and partners, often representing the company at industry events, conferences, and briefings to enhance market presence and build credibility. They are also responsible for working with our marketing team to enhance brand awareness and build a marketing strategy for their service. Team and Financial Management Lead and Mentor the Business Development Team: Lead, manage and mentor a team of business development, capture, and proposal professionals both directly and indirectly. This includes fostering a results-driven and collaborative culture and ensuring the team has the skills and resources to succeed. Budget Management: Manage budgets related to business development activities, including managing budgets for business development, which includes resources for bids and proposals (B&P), internal research and development (IRAD), and other overhead costs; track budgets against awards received to determine if resources are/were used in the most effective and efficient manner possible. This data will be presented to senior business leadership to inform future operating budgets. Business Development and Capture Management Lead Full Business Development Lifecycle: Identify opportunities and qualifications to capture strategy and proposal execution while serving as the "capture manager" for key, high-value pursuits. Proposal Development and Negotiation: Lead the development of high-quality, compliant, and competitive proposals in response to government solicitations (e.g., RFPs, RFQs); lead the negotiation of contracts, ensuring favorable terms for the company. Create New Teaming and Partnership Opportunities: Identify and vet potential teaming partners and subcontractors to strengthen the companys offerings and increase its chances of winning major contracts. What youll need 20 years’ 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 targets and securing prime contracts with the US Army, Navy, Air Force, Marine Corps, Space Force, or Coast Guard Deep understanding of the DoD acquisition lifecycle, FAR/DFARS regulations, and government contracting vehicles (e.g., IDIQs, OTAs, BPAs) Extensive network of contacts within the US Military, defense contractors, and relevant government agencies Experience with a diverse range of contract types (e.g., FFP, CPFF, CPIF, T&M) Knowledge of emerging technologies and their application to military challenges Bachelors degree in Business Administration, Engineering or equivalent experience Exceptional communication (written and verbal), presentation, and interpersonal skills Ability to work independently and collaboratively in a fast-paced, dynamic environment, including across a diverse set of internal stakeholders Strong strategic thinking, analytical, and problem-solving abilities Demonstrated ability to build and maintain strong relationships at all levels Demonstrable experience of positioning organization as the preferred (vs required) partner in a competitive market Excellent negotiation and closing skills Proficiency in CRM software (e.g., Salesforce, Microsoft Dynamics) and Microsoft Office Suite Strong leadership and mentoring capabilities High emotional intelligence and intellectual curiosity Inspires coalition building and idea generation across the organization Bachelors degree in Business Administration, Engineering or equivalent experience US Government position. US Citizenship required Active DoD Secret Clearance with ability to obtain TS/SCI Ability to travel 50 – 60% both CONUS and OCONUS What will help you on the job Proven experience working within Special Access Programs within the DoD, other international militaries, or industry Master’s degree in a technical or business field Demonstrated experience with US Army Rotary-Wing Aircraft, Weapons, Sensor Technologies, Active Communication Programs and Tactical Data Links Proven experience as an acquisition program manager Active TS/SCI Clearance Salary range $238,500.00 - $376,000.00 / annually. For specific work locations within San Jose, the San Francisco Bay area and New York City metropolitan area, the base pay range for this role is $325,500.00- $488,500.00/ annually At Viasat, we consider many factors when it comes to compensation, including the scope of the position as well as your background and experience. Base pay may vary depending on job-related knowledge, skills, and experience. Additional cash or stock incentives may be provided as part of the compensation package, in addition to a range of medical, financial, and/or other benefits, dependent on the position offered. 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. here.

Keywords: viasat, Danville , Head of Business Development & Strategy, Army - Remote, Sales , Campbell, California