Business Development Senior Manager

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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. We partner closely with over 2,500 transportation and government clients to deliver fresh solutions and cutting-edge tech that make operations run like clockwork.

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

Purpose

The Business Development Senior Manager is accountable for engaging with Sales across their assigned Territory or Market Segment to achieve retention revenue, new business growth, 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 Sales Reps they engage in a consultative selling approach throughout the course of a deal, building customers' and sales reps' awareness of offerings and helping reps improve their confidence and capabilities.

Key Responsibilities

• Business growth. Work with Sales Reps to achieve profitable sales growth in the assigned Business Lines. Generate new leads and opportunities within existing customer accounts via upsell and cross-sell, including 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.
• Targeted demand creation. Drive highly targeted and measurable demand creation activities for products within SITA Business Areas / Lines aligned with objectives in a vertical segment or geography. Raise prospect awareness and consideration through presentations, webinars, and other outreach events.
• Prospecting with Sales Reps. Engage in early customer meetings to build pipeline, assist with opportunity reviews and workshops, and help sales engineers develop complex solutions to meet buyer needs.
• Pipeline acceleration and deal strategy. Increase the number and value of qualified opportunities, suggest tactics, pricing, and competitive positioning for selling strategies. Maintain and report on pipeline and forecast.
• Proposal development and response. Assist sales reps with opportunities, ensuring the appropriate product or business solution is included in proposals. Respond to RFI / RFPs and provide current collateral and presentations.
• Competitive intelligence. Equip sales reps with knowledge, messaging ideas, and tactics to win in competitive situations. Share content and competitive insights using available tools.
• Objection response. Capture common buyer objections and outline ideal responses to improve engagement and inform product development.
• Customer success stories. Collaborate with product marketing and management to develop case studies showing commercial value delivered to customers.
• Sales playbooks. Develop content for sales reps, adapting value propositions and ROI examples to prospects’ needs to improve interaction quality during the sales cycle.

Qualifications

Experience

Professional Competencies

Education & Qualifications

What We Offer

We’re committed to diversity and inclusion. We operate in 200 countries and speak 60 languages and cultures. Our offices are comfortable and fun places to work, and you can work from home too. We offer a range of benefits and development opportunities.

Flexible options

Employee Wellbeing

Professional Development

Equal Opportunity

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

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We’ve removed extraneous boilerplate content and preserved the core requirements and responsibilities for the role.

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