Overview:
Please note that his position is onsite, based in Truccazzano.
WELCOME TO SITA
At SITA, we keep airports moving, airlines flying smoothly, and borders open. Our technology and communication innovations power the success of the global air travel industry.
You'll find us in 95% of international airports, working closely with over 2,500 transportation and government clients. Each partnership brings unique challenges, and we thrive on delivering fresh solutions and cutting-edge tech to keep operations running like clockwork. We don't just move the world forward-we're proud to be recognized as a Great Place to Work® by 79% of our employees and certified in most of our growing locations. Here, we feel empowered, supported, and inspired to grow.
Are you ready to love your job?
The adventure begins right here, with you, at SITA.
PURPOSE
The Business Development Manager works closely with Sales across the assigned territory or market segment to drive retention, revenue, new business growth, and client satisfaction. They are responsible for results within their designated territory and accounts, covering one or more SITA Business Lines.
They bring strong ATI and technology expertise, combined with solid business understanding of customers’ processes. Together with Sales Reps, they follow a consultative selling approach throughout the sales cycle — building customer and sales awareness of SITA’s offerings, and helping Sales Reps strengthen their confidence and selling capabilities.
SITA Business Lines include: Communications & Infrastructure, Baggage Management, Airport Operations, Passenger Operations, and Border Management.
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 through upselling and cross-selling, and identify new opportunities in other buying centers. Maintain a qualified, active pipeline and manage it through to closure. Ensure every opportunity aligns strategically with SITA’s capabilities.
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Executive Relationships
Increase engagement with key customer and industry contacts, especially executive buyers, business partners, and industry associations. Build trusted relationships with executives across market segments, customer accounts, and business areas.
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Demand Creation
Run targeted and measurable demand generation activities for specific products within SITA’s Business Lines. These efforts should support objectives within a given vertical or region. Raise awareness and consideration through presentations, webinars, and other outreach events.
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Prospecting and Collaboration
Drive prospecting efforts with Sales Reps. Join early customer meetings to build pipeline, participate in opportunity reviews and workshops, and support Sales Engineers in developing complex solutions that meet customer needs.
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Pipeline Acceleration and Deal Strategy
Work with Sales Reps to increase the number and value of qualified sales opportunities. Based on multiple customer interactions, suggest tactics, pricing, and competitive positioning ideas for their strategies. Maintain and accurately report all account and opportunity details in the SFA tool, including forecasts and pipeline updates.
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Proposal Development and Response
Support Sales Reps with active opportunities, ensuring the right products or solutions are included in proposals. Respond to RFIs and RFPs, and provide up-to-date collateral, references, value statements, and presentations.
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Competitive Intelligence
Equip Sales Reps with insights, messaging, and tactics to succeed in competitive situations. Stay informed on competitors’ products, strategies, and pricing. Use collaboration tools (like Chatter or Jive) to share FAQs, intelligence, and proven content.
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Objection Handling
Collect and share common customer objections with effective responses to improve sales productivity. Strengthen outbound marketing messages and help influence product development by sharing customer feedback and product experience insights.
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Customer Success Stories
Work with Product Marketing, Product Management, and Sales Enablement to create and share customer case studies and success stories that show the value SITA brings through its products and solutions.
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Sales Playbooks
Collaborate with Marketing and Sales Enablement to develop solution, product, vertical, and buyer playbooks that provide relevant, updated content for Sales Reps. Tailor value propositions, case studies, and ROI examples to reduce time spent on message creation and improve sales interactions throughout the cycle.
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External Social Media
Use professional networking sites to increase awareness and consideration of SITA’s offerings.
Qualifications:
EXPERIENCE & QUALIFICATIONS
- Bachelor's degree required, Master's degree
- 5+ years proven success in generating revenue growth in a sales and/or business development role
- 3+ years relevant industry and/or market segment experience
- 3+ 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