Bmf - Senior Account Manager - Melbourne

Bmf; Melbourne; Hybrid; AUD 140,000 - 190,000; Full time

Benefits offered by this job

Flexible Week

Flex Day

Flex-Location

EAP & Champion Health

Professional Development

Competitive Benefits

Job summary

SITA in Australia seeks a Senior Account Manager to lead strategic growth for a major airline and clients across Australia, New Zealand and the Pacific. You will own the account, build relationships with senior executives and guide virtual teams to deliver profitable solutions that meet customer needs.

With 7+ years in sales, you will develop business plans, manage complex deals, and drive revenue growth while aligning resources across Marketing, Solutions Design and Commercial Management to

Qualifications

• 7+ years in sales, preferably in Air Transport or IT
• Experience building relationships at Senior Executive and Senior Manager level
• Proven revenue growth and meeting/exceeding sales targets
• Managing large, complex deals including negotiations and closing
• Experience in pipeline management in large turnover environments
• Experience with telecoms providers and airport IT is advantageous
• Experience in facilitating and driving account development plans
• Strong customer service orientation

Responsibilities

• Drive all sales activities and strategic growth for the account
• Own and manage the SITA Account for a large Australian airline and others in ANZ and Pacific
• Coach and align virtual teams involved in account management
• Develop and implement documented business plans aligned with goals
• Create and review Account Development Plans to ensure growth and alignment
• Engage stakeholders to identify growth opportunities and strategies
• Build and maintain relationships with clients; act as trusted advisor
• Understand customer needs and opportunities to grow SITA's business
• Create value through unique insights aligned to customer priorities
• Develop sales pipeline with Marketing for demand generation
• Ensure timely delivery and service quality per schedule
• Lead cross-functional teams to optimize resources and engagement
• Drive two-way communication with customers on business priorities
• Influence decision makers to shorten sales cycles
• Communicate economic drivers to internal teams and clients
• Obtain business approvals at qualifying meetings
• Maintain visibility of commercial delivery and resolve issues
• Ensure compliance across business dimensions
• Support cash collection by resolving commercial issues

Skills

Stakeholder management

Sales leadership

Strategic selling

Cross-functional teamwork

Education

Business degree or equivalent

Tools

CRM tools

Job description

SITA Senior Account Manager

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.

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 the SITA Account for a large Australian airline along with some other airline in the Australia, New Zealand and Pacific region.
• Support and coach the (virtual) team involved in account management to ensure sustainable and profitable growth
• Develop and implement a documented business plan that is in line with short- and long-term goals
• Develop maintain and execute ongoing Account Development Plans reviews to ensure full alignment focus and quality on priorities that all growth potential is identified and addressed; and that all resources are fully aligned and effectively collaborate in achieving their objectives
• Engage with relevant stakeholders to identify develop and implement growth strategies
• Manage and build relationships with clients; become the trusted advisor/consultant for them; ensure customer loyalty and highest level of customer satisfaction
• Gain deep understanding of the customer's business needs and use this to identify opportunities and plan for the continued development of SITA's business
• Create opportunities to provide a unique or contrarian perspective during conversations; align unique insights to customer priorities and reframe the way customers view their business
• Build sales pipeline for future growth with close collaboration with Marketing for demand generation; ensuring qualified marketing leads are converted to sales accepted leads for pipeline growth; ensure sales forecasts are accurate and up-to-date
• Ensure all customer requests are dealt with and services delivered as per agreed schedule
• Build and manage a virtual team of individuals in Business Development Solution Design Commercial Management Bid Management Pricing Management functions etc. effectively delegate and allocate work develop team and achieve highest alignment morale and engagement; coach individuals to support their growth and development
• Identify resource needs from other functions plan and engage resources manage the team effectively
• Drive two-way communication; engage the customer by deliberately linking their business priorities to SITA's value proposition
• Leverage individual value drivers; understand and influence wide range of customer stakeholders; facilitate conversation between stakeholders; proactively manage purchase decisions to shorten sales cycle
• Communicate key economic drivers macro- and microeconomic trends internally to increase awareness and adopt to new situations also externally to clients to address potential new business opportunities
• Obtain required business approvals including presentation at business qualifying meetings.
• Maintain clear visibility of the status of all commercial delivery and operational aspects of the account and drive the resolution of issues through the relevant process owners
• Ensure full compliance in all internal and external dimensions of the business
• Support cash collection related activities by taking lead or resolving commercial issues that may cause non-payment

Qualifications

• 7+ years' experience in sales function; preferably within Air Transport Industry or IT sector
• Experience in building client relationships at Senior Executive and Senior Manager level
• Achieving revenue growth of the client portfolio
• Achieving or exceeding sales targets
• Managing sales in large and complex deals including financial structuring negotiations and closing
• Proven successful experience in business development pipeline management in large turnover environment
• Experience in telecommunications service providers and/or airport IT systems service providers is advantageous ,
• Experience in facilitating and driving account development plans
• Positive customer service experience

Education & Qualifications

• Academic qualifications or equivalent business professional experience

Benefits

• Flexible Week: Work from home up to 2 days/week (depending on your team's needs)
• Flex Day: Make your workday suit your life and plans.
• Flex-Location: Take up to 30 days a year to work from any location in the world.
• Employee Wellbeing: We have got you covered with our Employee Assistance Program (EAP), for you and your dependents 24/7, 365 days/year. We also offer Champion Health - a personalized platform that supports a range of wellbeing needs.
• Professional Development: At SITA, we believe growth fuels innovation. Our learning ecosystem offers access to world-class platforms and programs designed to help you thrive. From LinkedIn Learning, Microsoft’s Enterprise Skills Initiative, and Airport Council International -available to all employees-to specialized solutions like Pluralsight for technology upskilling, Harvard Business Publishing for people leadership, Stanford for strategic development and many others, we align learning opportunities with your Development Plan and our business priorities. Your development journey is supported every step of the way.
• Competitive Benefits: Competitive benefits that make sense with both your local market and employment status.

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