Business Development Manager - Defence & National Security

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.

What You'll Do

• Government & Stakeholder Engagement: Build visibility and understanding of 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.
• Partner & Channel Enablement: 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.
• Pipeline & Commercial Management: 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.
• Competitive & Regulatory Intelligence: 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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This role is a Eutelsat Group job opening; all of our open roles are posted on the current OneWeb and Eutelsat websites. Please note that when you are applying, your application may be seen by both teams.

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