Senior Business Developer, T+ and Maritime

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 95% 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 Senior Manager is a versatile and dynamic professional, accountable for driving new business growth, consultancy, co-creation, and customer success satisfaction within their designated territory, and new markets (T+, maritime) . This role involves engaging in Sales across one or more SITA and SmartSea Business Lines, leveraging a comprehensive skill set that includes opening new opportunities, partnering with stakeholders, solutioning, partial engineering, and supporting the efficient closing of deals.

The ideal candidate brings a blend of business acumen, technical knowledge, and strategic thinking, making them a true Swiss army knife in the realm of business development.

What You’ll Do

• Business growth: Work with Sales Reps to achieve profitable sales growth in the assigned Business Lines. Generate new business average contract value, 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 and iterations with key customers and influencers. Build trusted relationships within ecosystems of connected travel, with CxO decision makers, with buyers across market segments.
• Highly targeted and measurable demand creation activities for a set of products within SITA and SmartSea Business Lines directly aligned with the attainment of specific objectives in a vertical segment or a geography. Work to raise prospect awareness and consideration through presentations webinars and other outreach events.
• Ecosystems Approach: Build trusted relationships within ecosystems of connected travel, engaging with multiple stakeholders including CxO decision-makers, executive buyers, business partners, and industry associations to drive collaborative success.
• Iterative Co-Development and Innovation: Foster an environment of iterative co-development and innovation, working closely with clients and internal teams to continuously improve and adapt solutions to meet evolving customer needs.
• Drive prospecting efforts with Sales Representatives and Customer Success Teams, adopting a consultative approach, often with a lot of initiative and autonomy. Subsequently, collaborate with Sales Representatives in early and high-level customer meetings to build a pipeline through customer opportunity reviews and workshops. Additionally, support sales engineers in developing complex solutions tailored to meet customer needs.
• Pipeline acceleration and deal strategy: Sales Reps drive the increase in the number and value of qualified sales opportunities for the assigned Business Lines. With a view across multiple prospect interactions suggest tactics pricing competitive positioning and ideas for sales reps 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 application. Accurately report on forecast/pipeline.
• Proposal development and response: Build iterative and active opportunities ensuring that the appropriate product or solution is included in proposals that may have to start small, to land then expand. Respond to requests for information and requests for proposal. Serve as a source for current collateral reference guides value statements and presentations.
• Competitive intelligence: Arm sales reps with knowledge messaging ideas and suggested tactics to help win in competitive situations. Demonstrate mastery of competitors' products tactics strategies and pricing. Leverage the organization's existing communication and collaboration tools (e.g. Chatter Jive) to share frequently asked questions with competitive intelligence and frequently used/successful content.
• Objection response: Capture and communicate common objections and outline the 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 by 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 sales reps. 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

ABOUT YOUR SKILLS

• A bachelor's degree is required.
• 7+ years proven success in generating revenue growth in a sales and/or business development role
• 5+ years relevant industry and/or market segment experience
• 5+ years relevant product experience preferred
• Tele prospecting background preferred
• Previous marketing experience desirable
• Track record of achieving/exceeding sales targets
• Track record of building client relationship at Senior Management level
• Track record of building and implementing business development plans incl. assessing analyzing tracking & consolidating market data
  
  
  

NICE-TO-HAVE

• Master’s degree in business administration (MBA) or a relevant field
  
  
  

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.

Flex Week: Work from home up to 2 days/week (depending on your team’s needs)

Flex Day: Make your workday suit your life and plans.

Flex Location: Take up to 30 days a year to work from any location in the world.

Employee Wellbeing: We’ve got you covered with our Employee Assistance Program (EAP), for you and your dependents 24/7, 365 days/year. We also offer Champion Health - a personalized platform that supports a range of wellbeing needs.

Professional Development: Level up your skills with our training platforms, including LinkedIn Learning!

Competitive Benefits: Competitive benefits that make sense with both your local market and employment status.

SITA is an Equal Opportunity Employer. We value a diverse workforce. In support of our Employment Equity Program, we encourage women, aboriginal people, members of visible minorities, and/or persons with disabilities to apply and self-identify in the application process.