Sr. Business Development -- Cellular Solutions (DAS, Neutral Host, Private 5G)

Viasat, Inc.

About The Position

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. We have an exciting opportunity for a Senior Business Developer to join our team! In this role, you will drive market development, customer acquisition, and revenue growth for Viasat’s Private 5G and Neutral Host solutions for public‑sector, private‑sector, defense, and public safety markets!

Requirements

10+ years of experience in business development, go‑to‑market (GTM), or solutions leadership within telecommunications, networking, or infrastructure, including exposure to Private 5G, Neutral Host, DAS, CBRS, or managed wireless solutions.
Proven success leading complex, multi‑stakeholder pursuits, including RFP, RFI, and ITT responses, early customer engagement, requirements shaping, pricing development, and ownership from opportunity qualification through post‑award transition.
Demonstrated experience driving outcomes across cross‑functional teams (engineering, product management, operations, service delivery, legal, contracts, and finance) without direct authority, ensuring solutions are scalable, compliant, and delivery‑ready.
Experience supporting public‑sector, defense, or regulated procurement environments and working within partner ecosystems, including systems integrators, OEMs, mobile network operators (MNOs), spectrum providers, and venue operators.
Ability to travel up to 50% of the time
US citizenship required
Occasional travel into the College Station, TX and Carlsbad, CA offices

Nice To Haves

Clear authority and executive sponsorship to own pipeline, pursuits, and customer engagement decisions.
Ready playbooks and pricing frameworks for Private 5G and Neutral Host solutions, with defined guardrails.
Strong cross‑functional and partner alignment, including SLAs, roles, and rules of engagement.
Early customer access to shape requirements ahead of formal procurements.
Accurate pipeline visibility and clear success metrics aligned to long‑cycle, infrastructure‑driven deals.

Responsibilities

Identify and pursue new growth opportunities across public‑sector, private‑sector, defense, and public safety markets.
Build GTM strategies, pricing, and partner/channel motions for Private 5G and Neutral Host offerings.
Engage customers to shape requirements and drive multi‑site adoption.
Coordinate with engineering, product, and operations to align offerings with customer needs.
Lead RFP/ITT responses, customer briefings, and long‑term strategic account planning.
Develop ecosystem partnerships (integrators, vendors, venue operators, MNOs, spectrum providers).
Identify, qualify, and manage Private 5G and Neutral Host opportunities across public, private, defense, and public‑safety markets, owning pipeline development and forecasting for related initiatives.
Serve as the primary commercial lead, engaging customers to shape solution requirements from early pursuit through post‑award transition.
Develop and implement go‑to‑market strategies, pricing, and commercial models, ensuring competitive positioning and alignment with procurement and regulatory requirements.
Lead or support RFP/ITT responses and win strategies, coordinating internal teams and partners to deliver scalable, delivery‑ready solutions.
Build and manage strategic partnerships and long‑term account strategies to drive joint pursuits, expansion opportunities, and executive insight into performance and risk.