Business Development Senior Manager
8d ago


Welcome to SITA... We lead one of the most exciting and advanced industries on earth. Around the world, nearly every passenger flight relies on SITA technology, almost every airport and airline does business with us, and it’s our job to support their operations.

As the world's leading air transport IT and communications specialist, we’re committed to meeting the demands of the air transport industry around the clock, every day.

Our Vision : Easy air travel every step of the way


With us there are no limits for people looking to explore the edges of possibility and beyond. Together, we Go.Far.

Challenge : Our people take on some of the biggest challenges in our industry. They aren't afraid to think bigger, work harder and deliver smarter solutions that are continuously transforming air travel.

Opportunity : Taking on these challenges opens up a world of opportunities for our people. We make sure they have the chance to develop their skills, explore new horizons and grow their careers on a global scale.

At SITA we believe that creating and nurturing an inclusive culture is about who we are as an organization, and as an employer.

Diversity is more than a target to us, it’s a key part out of our collective identity and values.


You will be the Business Development SeniorManager and will be accountable for engaging with Sales across their assignedTerritory or Market Segment to achieve retention revenue new business growthand client satisfaction goals within the designated territory and accounts forone or more SITA Business Lines.

You will bring ATI and technology subjectmatter expertise and business acumen of our customers business processes. WithSales Reps, you will engage in a consultative selling approach throughout the courseof a deal building customers' and sales reps' awareness of offerings andhelping reps improve their confidence and capabilities.

SITABusiness Lines : Communications & Infrastructure; Baggage Management;Airport Operations; Passenger Operations; Border Management.

Your role will involve :

  • Business growth. Work with Sales Reps to achieve profitable salesgrowth in the assigned Business Lines. Generate new leads and opportunitieswithin assigned existing customer accounts via upsell and cross-
  • sell includingthe identification of opportunities in new buying centers.

  • Executive relationships. Increase the number and frequency ofinteractions with key customer and industry personnel; especially executivebuyers business partners and industry associations.
  • Build trusted relationshipswith executive buyers across market segments customer accounts and verticalbusiness areas.

  • Highly targeted and measurable demand creation activities for aset of products within SITA Business Areas / Lines directly aligned with theattainment of specific objectives in a vertical segment or a geography.
  • Work toraise prospect awareness and consideration through presentations webinars andother outreach events.

  • Drive prospecting efforts with Sales Reps. Engage with Sales Repsin high & early customer meetings to build pipeline in customer opportunityreviews and workshops and assist sales engineers with developing complexsolutions to meet buyer needs.
  • Pipeline acceleration and deal strategy. With Sales Reps drive theincrease in the number and value of qualified sales opportunities for theassigned Business Area / Lines.
  • With a view across multiple prospect interactionssuggest tactics pricing competitive positioning and ideas for sales reps toincorporate into their selling strategies.

    Maintain a pipeline of qualifiedactive opportunities and manage them to close. Accurately capture and reportall aspects of account and opportunity information within a sales forceautomation (SFA) application.

  • Proposal development and response. Assist sales reps with activeopportunities ensuring that the appropriate product or business solution isincluded in sales proposals.
  • Respond to requests for information and requests forproposal. Serve as a source for current collateral reference guides valuestatements and presentations.

  • Competitive intelligence. Arm sales reps with knowledge messagingideas and suggested tactics to help win in competitive situations.
  • Demonstratemastery of competitors' products tactics strategies and pricing. Leverage theorganization's existing communication and collaboration tools (e.

    g. ChatterJive) to share frequently asked questions competitive intelligence andfrequently used / successful content.

  • Objection response. Capture and communicate common buyerobjections and outline the ideal responses to frequently asked customerquestions, helping reduce unproductive sales engagements strengthen fieldmarketing outbound messages and influence product development to create futureofferings.
  • Provide assistance on specific nuances of product features orcustomer experiences.

  • Customer success stories. In collaboration with product marketing,product management and / or sales enablement develop and communicate customercase studies or other success stories by showing where and how the product orsolution was implemented and the commercial value SITA brought to the customer.
  • Sales playbooks. In conjunction with marketing and salesenablement develop business solution product vertical and buying centerplaybooks that provide current relevant and customized content for sales reps.
  • Adapting value propositions case studies or ROI examples to prospects' needsreduces the amount of time each sales rep must spend on creating messages andimproves the relevance and quality of interactions during each phase of thesales cycle.

    Wewould like it if you have the below qualifications, knowledge and experiences :

  • Bachelor's degree required Master's degree / MBA preferred
  • Proven success in generating revenue growth in a sales and / orbusiness development role
  • Relevant industry and / or market segment experience
  • Relevant product experience preferred
  • Track record of achieving / exceeding sales targets
  • Track record of building client relationship at Senior Managementlevel
  • Track record of building and implementing business developmentplans incl. assessing analysing tracking & consolidating market data
  • Know how on Company and its product / solution offerings and salesmethodology
  • Sales organization structure including third-party channel routesto market
  • Demand type and how it alters the general sales approach at afundamental level
  • Demand creation processes / service-level agreements with marketingand teleprospecting
  • Knowledge about Financial terms / concepts
  • B-to-B buying process
  • Buying roles / personas
  • Opportunity characteristics
  • Available selling resources
  • Tele prospecting background preferred
  • Previous marketing experience desirable

    If you apply, we will carefully review your fit against theposition criteria and feedback to you. If your profile does not meet thecriteria, we will retain your profile as an active applicant for futureconsideration.

    If you need direct support, you can contact us onPriyanshi.Didwaniya Thanks for your interest in SITA

    Job Posting

    Apr 25, 2019, 1 : 54 : 33 PM

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