[ref. f594804] Commercial Program Development and Contracts Manager – Aviation

About us:

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 contract and program development team is a group of expert managers whose role is to help improve our aviation win rate keep the risk low for Viasat. It is a core pillar of the sales lifecycle and also leads key account customers transformations.

Given the nature of the work involved, it attracts working with a broad set of team members, both sales and technical.

The day-to-day:

This role will be supporting the commercial team in creation and negotiation of key terms and contracts, for all key Aviation prospects and customers.

Day-to-day job will be to:

• Support the response to complex bids and ensure opportunities are well qualified and risks are mitigated
• Own the airline negotiations; typically leading 3 or more contracts at any given time
• Participate and/or lead groundbreaking projects for the business, with economical sustainability and risk mitigation as a primary objective

Key Responsibilities:

• Participate to all bids and coordinate/respond to critical compliance items
• Prepare with the Legal team all the negotiations with commercial airlines, in collaboration with all involved collaborators (including but not limited to the development of principal terms, commercial milestones, back-to-back partner agreements)
• Use industry knowledge and experience to steer and influence commercial decisions to ensure the best quality contracts are produced and that they are commercially viable.
• Maintains a clear understanding of trends on the market to ensure our set of terms stay relevant
• Supports a few key transversal topics (e.g. capacity analysis)
• Has a deep legal, commercial and technical understanding of the product in order to make the right arbitrations in key customer conversations
• Act as the key interface for negotiations across the business (suppliers, partners, internal team members, existing contracts new initiatives)

What you'll need:

• Degree educated – or equivalent relevant work experience
• 5 years relevant and strong commercial experience in a technology organization
• Proven data modelling skills, economical and financial awareness
• Significant track record in setting commercial policies, and implementing them
• Ability to understand a breadth of complex information, to organize it logically, and to spot irregularities between bodies of information through acute understanding of the various aspects – from satellite and aircraft technologies to airline and passenger service expectations
• Proficient in productivity applications such as Excel and Project
• Natural relationship builder with ability to engage and influence internal parties
• Exposure to the aviation (IFE and Connectivity) industry, and of highly technical products (telecom experience recommended)

What will help you on the job:

• This person needs to be self motivated and curious; able to understand a variety of heavily expertise driven topics and frame them in a way that protects best the company
• The team is growing and this will allow the individual to not only participate to key negotiations, but also address key risk and projects earlier on. A strategic vision of our go-to-market strategy and its enabler is thus critical

EEO statement:

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