Commercial Manager - Government Aerospace and Defense (Engineering)
Summary:
VIAVI (NASDAQ: VIAV) is a global provider of network test, monitoring and assurance solutions for telecommunications, cloud, enterprises, first responders, military, aerospace, and railway. VIAVI is also a leader in light management technologies for 3D sensing, anti-counterfeiting, consumer electronics, industrial, automotive, government and aerospace applications.We are the people behind the products that help keep the world connected at home, school, work, at play, and everywhere in between. VIAVI employees are passionate about supporting customer success and we welcome people who bring their best every day to the company – to question, to collaborate and to push for solutions that will delight our customers.
Duties & Responsibilities:
Candidates will be responsible for managing and administering government contracts, ensuring compliance with federal regulations, and facilitating smooth interactions between our company and government agencies. This role requires strong knowledge of the FAR, DFAR, and government procurement processes, and contract management best practices. At least 5 years of USG contract administration experience, preferably in a commercial environment, is required.
Primary Responsibilities:
- Oversee and manage administration of USG contracts from award to closeout including preparing, reviewing, and modifying contract documents, ensuring compliance with FAR, and that all contract deliverables are met on time and within budget.
- Ensure contracts comply with company policies, monitor and track contract performance, including reporting requirements, financials and performance metrics.
- Key business partner in terms of providing pricing recommendations and consultative support to area and regional Sales Leaders.
- Main areas of consultation are Viavi value proposition, bid pricing strategy, TCO analysis, competitive tactics, pricing, deal structuring and terms, revenue recognition, cash flow impacts, standard and non-standard terms and conditions, negotiating strategy, and financing options.
- Lead bid opportunity through the bid review process, including reviewing solicitation documents, ensuring that proper Bid Qualification (appropriate financial, commercial, R&D and management approvals prior to deal submission) takes place.
- Educate sales organization and other teams relevant to internal proposal processes managed by the Commercial Engagement Team (“CET”) (including deal structuring best practice, bid review process, systems and tools), Bookable Order Criteria, and basic Revenue Recognition as well as USG procurement policies and practices.
- Co-ordinate with dedicated centralized Corporate functions in Finance, Legal, Product and Solutions Management, Professional Services, etc, to enable more effective competitive wins.
- Maintains solicitation and contract files, big logs, records of meeting and correspondence for government solicitations and contract awards.
- Provide ongoing contract administration support and direction, ensuring compliance with contractual requirements with both internal personnel and external stakeholders.
- Coordinate and complete required USG paperwork to facilitate shipments as required by the contract.
ls; team player
Pre-Requisites / Skills / Experience Requirements:
Required Skills:
- Bachelor's/master's degree in business studies or business management, Finance, Engineering or Legal, 5+ years experience in USG procurement and contract administration will be considered in lieu of degree.
- US Citizen with a current USG security clearance, or the ability to obtain one, is required
- At least 5 years of prior knowledge and relevant experience in deal proposal management, contract and legal administration or operations, preferably in a Technology company.
- Working knowledge of the Federal Acquisition Regulations (FAR) and Defense FAR is required.
- Familiarity with Pricing Models, operations, order processing, fulfillment, revenue recognition, legal contracts, purchase orders, license agreements, and USG systems such as SAM, PIEE, WAWF, SPRS, etc…
- Excellent written, verbal, and presentation skills in English; other languages such as Spanish or Portuguese a plus
- Experience working on rapidly-changing, deadline-based positions involving heavy interaction with multiple levels of management and peers.
- Ability to manage and prioritise workload based on VIAVI strategy
- Solid interpersonal and communication skills with all levels; team player
If you have what it takes to push boundaries and seize opportunities, apply to join our team today.
VIAVI Solutions is an equal opportunity and affirmative action employer – minorities/females/veterans/persons with disabilities.
