Business Development Manager - Defence & National Security
Country/Region: AU
Job Overview
The Business Development Manager is responsible for driving awareness, adoption, and commercial growth of Eutelsat OneWeb's multi‐orbit (GEO + LEO) connectivity solutions across the Australian government ecosystem. This role blends strategic engagement, partner enablement, and market development to position Eutelsat OneWeb as a trusted, sovereign‐aligned, non‐US, non‐private alternative for secure, resilient satellite communications.
The role requires a sophisticated understanding of Defence, national security, and whole‐of‐government procurement pathways, combined with the commercial acumen to shape early opportunities and influence long‐term capability decisions.
Government & Stakeholder Engagement
* Build visibility and understanding of Eutelsat OneWeb's GEO + LEO capabilities across Defence, Home Affairs, National Emergency Management, intelligence agencies, and whole‐of‐government buyers.
* Develop and maintain senior‐level relationships with decision‐makers, influencers, policy leads, and technical authorities.
* Position Eutelsat OneWeb as a credible contributor to sovereign space, secure communications, and resilient national infrastructure.
Market Development & Opportunity Shaping
* Identify, qualify, and progress new opportunities across Defence programs, critical infrastructure, emergency services, and regional connectivity initiatives.
* Shape early‐stage requirements and influence program direction through proactive engagement and solution education.
* Monitor government priorities, budget cycles, and capability roadmaps to anticipate emerging demand.
* Work with distribution partners, integrators, Defence primes, and telcos to expand market reach and accelerate sales cycles.
* Support partner readiness through training, solution positioning, and joint customer engagement.
* Strengthen partner alignment to ensure consistent messaging, technical accuracy, and commercial discipline.
* Maintain a structured pipeline aligned to 3‐, 6‐, and 12‐month growth horizons.
* Provide accurate forecasting and reporting to the Australian VP, with visibility into government pipeline stages ahead of RFx milestones.
* Support commercial modelling, pricing discussions, and deal structuring as required.
Bid, Proposal & Technical Support
* Contribute to RFx responses, capability statements, and partner‐led proposals.
* Coordinate with global engineering, product, and regulatory teams to ensure alignment with Australian requirements and compliance frameworks.
* Track competitive activity across Starlink, Amazon LEO, Optus Satellite, Qianfan (Thousand Sails), and other GEO/LEO providers.
* Provide insights to shape positioning, messaging, and market strategy.
* Monitor ACMA regulations, Defence security requirements, and sovereign capability frameworks impacting market access and solution deployment.
Events, Demonstrations & Industry Representation
* Represent Eutelsat OneWeb at industry forums, government roundtables, Defence exhibitions, and partner events.
* Coordinate demonstrations, technical briefings, and executive engagements to showcase capability and build trust.
Customer Success Alignment
* Support onboarding, service activation, and issue escalation for government and partner customers.
* Ensure a seamless transition from pre‐sales to delivery, maintaining strong customer satisfaction and long‐term retention.
What You'll Need
* Background in Defence, Intelligence, or government with strong Canberra networks.
* Understanding of satellite communications, secure networks, and GEO/LEO architectures.
* Experience working with integrators, telcos, Defence primes, and national security resellers.
* Ability to translate technical capability into compelling value propositions for senior government audiences.
* Strong pipeline discipline and CRM proficiency.
* Eligibility for an NV1 security clearance (preferred).
Personal Attributes
* Proactive stakeholder engagement and confidence navigating complex government environments.
* Strong commercial acumen with the ability to identify and shape opportunities early.
* Collaborative mindset with the ability to work effectively across global teams and local partners.
* Resilience, adaptability, and comfort operating in a fast‐moving, competitive satcom landscape.
Where You'll Be: Canberra, Australia
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