Business Development Manager

Overview

WELCOME TO SITA

We're the team that keeps airports moving, airlines flying smoothly, and borders open. Our tech and communication innovations are the secret behind the success of the world's air travel industry.

You'll find us at +5% of international hubs. We partner closely with over 2,500 transportation and government clients, each with their own unique needs and challenges. Our goal is to find fresh solutions and cutting-edge tech to make their operations run like clockwork. Want to be a part of something big?

Are you ready to love your job? The adventure begins right here, with you, at SITA.

About The Role & Team

The Business Development Manager is accountable for engaging with Sales across their assigned Territory or Market Segment to achieve new business growth, customer retention and client satisfaction goals within the designated territory and accounts for one or more SITA Business Lines. They bring ATI and technology subject matter expertise and business acumen of our customers business processes. With Account Management they engage in a consultative selling approach throughout the course of a deal building customers' and Account Management' awareness of offerings and helping reps improve their confidence and capabilities.

SITA Business Lines: Airport Operations; Passenger Operations; Communications & Infrastructure; Baggage Management.

What You Will Do

Business Growth

Work with Account Management to achieve profitable sales growth in the assigned Business Lines. Generate new leads and opportunities within assigned existing customer accounts via upsell and cross-sell, including the identification of opportunities in new buying centers. Maintain a pipeline of qualified active opportunities and manage them to close. Ensure there is a strategic fit between the opportunity and SITA capabilities.


Executive Relationships

Increase the number and frequency of interactions with key customer and industry personnel, especially executive buyers, business partners, and industry associations. Build trusted relationships with executive buyers across market segments, customer accounts, and vertical business areas.


Demand Creation Activities

Implement highly targeted and measurable demand creation activities for a set of products within SITA Business Areas/Lines, directly aligned with specific objectives in a vertical segment or geography. Work to raise prospect awareness and consideration through presentations, webinars, and other outreach events.


Prospecting Efforts

Drive prospecting efforts with Account Management. Engage with Account Management in high and early customer meetings to build pipeline, participate in customer opportunity reviews and workshops, and assist sales engineers with developing complex solutions to meet buyer needs.


Pipeline Acceleration and Deal Strategy

With Account Management, drive the increase in the number and value of qualified sales opportunities for the assigned Business Area/Lines. Suggest tactics, pricing, competitive positioning, and ideas for Account Management to incorporate into their selling strategies. Maintain a pipeline of qualified active opportunities and manage them to close. Accurately capture and report all aspects of account and opportunity information within a sales force automation (SFA) application, and accurately report on forecast/pipeline.


Proposal Development and Response

Assist Account Management with active opportunities, ensuring that the appropriate product or business solution is included in sales proposals. Respond to requests for information and requests for proposals. Serve as a source for current collateral, reference guides, value statements, and presentations.


Competitive Intelligence

Arm Account Management with knowledge, messaging, ideas, and suggested tactics to help win in competitive situations. Demonstrate mastery of competitors' products, tactics, strategies, and pricing.


Objection Response

Capture and communicate common buyer objections and outline ideal responses to frequently asked customer questions, helping reduce unproductive sales engagements, strengthen field marketing outbound messages, and influence product development to create future offerings. Provide assistance on specific nuances of product features or customer experiences.


Customer Success Stories

In collaboration with product marketing, product management, and/or sales enablement, develop and communicate customer case studies or other success stories, showing where and how the product or solution was implemented and the commercial value SITA brought to the customer.


Sales Playbooks

In conjunction with marketing and sales enablement, develop business solution, product, vertical, and buying center playbooks that provide current, relevant, and customized content for Account Management. Adapting value propositions, case studies, or ROI examples to prospects' needs reduces the amount of time each sales rep must spend on creating messages and improves the relevance and quality of interactions during each phase of the sales cycle.


Qualifications

EXPERIENCE:

Bachelor's degree required; master’s degree/MBA preferred.
5+ years of proven success in generating revenue growth in a sales and/or business development role.
3+ years of relevant industry and/or market segment experience.
3+ years of relevant product experience preferred.
Previous marketing experience desirable.
Track record of achieving/exceeding sales targets.
Track record of building client relationships at the Senior Management level.
Track record of building and implementing business development plans, including assessing, analyzing, tracking, and consolidating market data.




Nice-to-have

Demonstratable experience working directly with Airports in the Australian, New Zealand, and Pacific Islands (AUSPAC) region in Passenger Processing, Baggage, and Airport Operations, as well as with Airlines in common-use self-service and the “passenger journey” through airports.
Understanding of airport and airline commercial models around passenger facilitation charges, and expertise in Identity Management and Validation and its application to the future of passenger travel.
Working knowledge of Australian Aviation regulations and legislation concerning Passenger Processing.


What We Offer

We're all about diversity. We operate in 200 countries and speak 60 different languages and cultures. We're really proud of our inclusive environment. Our offices are comfortable and fun places to work, and we make sure you get to work from home too. Find out what it's like to join our team and take a step closer to your best life ever.