Overview
Join to apply for the Senior Account Manager role at SITA
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 find fresh solutions and cutting-edge tech to support their operations.
Are you ready to love your job? The adventure begins right here, with you, at SITA.
Purpose
As a Senior Account Manager (Airport Sector) you are accountable for driving profitable growth by identifying, pursuing and closing business opportunities for Tier 2 customers. You own the customer relationship as a trusted advisor to the client. You select and lead a (virtual) team assigned to support the account.
Key Responsibilities
* Drive all sales activities as per short- and long-term objectives; formulate strategic direction for the growth of the account
* Own and manage Tier 2 accounts up to 4 Tier 2 accounts
* Support and coach the (virtual) team involved in account management to ensure sustainable and profitable growth
* Develop and implement a documented business plan aligned with short- and long-term goals
* Develop, maintain, and execute ongoing Account Development Plans to ensure alignment and prioritization of growth opportunities; ensure resources are aligned and collaborate effectively
* Engage with relevant stakeholders to identify, develop, and implement growth strategies
* Manage and build relationships with clients; become the trusted advisor/consultant; ensure customer loyalty and high satisfaction
* Gain deep understanding of the customer’s business needs and identify opportunities to expand SITA’s business
* Create opportunities to provide insights during conversations; align insights to customer priorities and reframe how customers view their business
* Build a sales pipeline for future growth with marketing collaboration for demand generation; convert qualified leads to sales-accepted leads; maintain accurate forecasts
* Ensure customer requests are addressed and services delivered per agreed schedule
* Build and manage a virtual team across Business Development, Solution Design, Commercial Management, Bid Management, Pricing Management; delegate, allocate work, and coach for growth
* Identify resource needs from other functions, plan and engage resources, and manage the team
* Drive two-way communication; link customer priorities to SITA’s value proposition
* Understand and influence a wide range of customer stakeholders; facilitate conversations and manage purchase decisions to shorten sales cycles
* Communicate key economic drivers and trends internally and externally to identify new business opportunities
* Obtain required business approvals including presentations at business qualifying meetings
* Maintain visibility of the status of commercial delivery and operational aspects of the account and drive issue resolution
* Ensure compliance in all internal and external dimensions of the business
* Support cash collection activities by leading or resolving commercial issues that may affect payment
Qualifications
* 7+ years’ experience in sales, preferably within ATI or IT sector
* Experience in building client relationships at Senior Executive and Senior Manager levels
* Proven track record of revenue growth in client portfolios
* Experience achieving or exceeding sales targets
* Managing sales in large and complex deals, including financial structuring, negotiations and closing
* Proven experience in business development pipeline management in large turnover environments
* Experience facilitating and driving account development plans
* Positive customer service experience
What We Offer
We’re all about diversity. We operate in 200 countries and speak 60 languages and cultures. We’re proud of our inclusive environment. Our offices are comfortable and fun places to work, and we offer remote work options.
Flex Week: Work from home up to 2 days per week (depending on team needs)
Flex Day: Make your workday suit your life and plans.
Flex-Location: Take up to 30 days per year to work from any location in the world.
Employee Wellbeing: Employee Assistance Program (EAP) for you and dependents 24/7, 365 days/year; Champion Health – a personalized wellbeing platform.
Professional Development: Access training platforms, including LinkedIn Learning.
Competitive Benefits: Competitive benefits aligned with local markets and employment status.
SITA is an Equal Opportunity Employer. We value a diverse workforce and, in support of our Employment Equity Program, encourage women, Indigenous peoples, members of visible minorities, and/or persons with disabilities to apply and self-identify in the application process.
Seniority level
* Mid-Senior level
Employment type
* Full-time
Job function
* Sales and Business Development
* Industries
* IT Services and IT Consulting
#J-18808-Ljbffr