Senior Business Developer, T+ and Maritime

SITA; United Arab Emirates; On-site; AED 120,000 - 160,000; Full time

Job summary

A leading company in the air travel industry is seeking a Senior Business Developer for T+ and Maritime. This role focuses on driving new business growth, building executive relationships, and fostering innovation. Ideal candidates will have a strong background in sales and business development, with a proven track record in revenue generation. Join a diverse team that values collaboration and offers flexible working options.

Benefits

Flexible Working Options

Work from Home up to 2 Days/Week

Qualifications

• 7+ years proven success in revenue generation in sales/business development.
• Experience building relationships with senior management.

Responsibilities

• Drive new business growth and customer success satisfaction.
• Build trusted relationships within ecosystems of connected travel.
• Develop proposals and respond to RFPs.

Skills

Revenue Generation

Sales

Business Development

Relationship Building

Market Analysis

Education

Bachelor's Degree

Master's Degree in Business Administration

Job description

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, responsible 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 combines business acumen, technical knowledge, and strategic thinking, making them a true Swiss army knife in business development.

WHAT YOU'LL DO

1. 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 existing customer accounts via upsell and cross-sell, including identifying opportunities in new buying centers. Maintain a pipeline of qualified active opportunities and manage them to close. Ensure strategic fit between opportunities and SITA capabilities.
2. Executive relationships: Increase interactions with key customers and influencers. Build trusted relationships within ecosystems of connected travel, with CxO decision-makers and buyers across market segments. Conduct targeted demand creation activities for products within SITA and SmartSea Business Lines, aligned with specific objectives.
3. Ecosystems Approach: Build trusted relationships within ecosystems of connected travel, engaging multiple stakeholders including CxO decision-makers, executive buyers, business partners, and industry associations to drive success.
4. Iterative Co-Development and Innovation: Foster an environment of co-development and innovation, working closely with clients and internal teams to improve solutions. Drive prospecting efforts with Sales and Customer Success Teams, supporting early and high-level customer meetings, and assisting sales engineers in developing complex solutions.
5. Pipeline acceleration and deal strategy: Increase qualified sales opportunities, suggest tactics, pricing, and positioning. Maintain a pipeline and report on forecast/pipeline accuracy.
6. Proposal development and response: Build opportunities, respond to RFPs, and serve as a reference for collateral, value statements, and presentations.
7. Competitive intelligence: Equip sales reps with knowledge, messaging, and tactics to win against competitors. Share insights and successful content within communication tools.
8. Objection response: Capture common objections, outline responses, and assist with product feature nuances.
9. Customer success stories: Develop and communicate case studies demonstrating the value delivered to customers.
10. Sales playbooks: Collaborate with marketing to develop tailored content and playbooks to support sales efforts.

QUALIFICATIONS

• Bachelor's degree required.
• 7+ years proven success in revenue generation in sales/business development.
• 5+ years relevant industry experience.
• 5+ years relevant product experience preferred.
• Tele prospecting background preferred.
• Previous marketing experience desirable.
• Track record of achieving/exceeding sales targets.
• Experience building relationships with senior management.
• Experience in developing business plans and analyzing market data.

NICE-TO-HAVE

• Master's degree in business administration (MBA) or relevant field.

WHAT WE OFFER

We value diversity and operate in 200 countries, speaking 60 languages and cultures. Our inclusive environment offers comfortable, fun workplaces, with options to work from home. Enjoy our Flex Week, working from home up to 2 days/week depending on your team.