Senior Account Manager

SITA Switzerland Sarl; Sydney; Hybrid; AUD 140,000 - 190,000; Full time

Benefits offered by this job

Flex Week WFH

Flex Day

Flex Location

Wellbeing program

Professional development

Competitive benefits

Job summary

SITA Group in Australia is seeking a Senior Account Manager to drive profitable growth by owning the customer relationship for a major Australian airline and leading a virtual cross-functional team across account management, sales, and delivery.

You will develop strategic account plans, build trusted adviser status, manage stakeholder relationships, and expand the pipeline with marketing collaboration, ensuring on-time delivery and client satisfaction.

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.
• 2 years or more experience in Airline/Air Transport industry (nice to have).
• Cisco Certified Network Associate (CCNA) preferable (nice to have).
• Cisco Certified Network Professional (CCNP) preferable (nice to have).
• Academic qualifications or equivalent business professional experience.

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
• 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
• Build sales pipeline for future growth with close collaboration with Marketing for demand generation; ensure qualified marketing leads are converted
• Ensure all customer requests are dealt with and services delivered as per agreed schedule
• Build and manage a virtual team of individuals in various functions; delegate and allocate work; coach individuals
• Identify resource needs from other functions; plan and engage resources; manage the team effectively
• Drive two-way communication; engage the customer by linking their business priorities to SITA's value proposition
• Leverage value drivers; facilitate conversations among stakeholders; manage purchase decisions to shorten sales cycle
• Communicate key economic drivers and trends internally and externally to address opportunities
• Obtain required business approvals including presentation at business qualifying meetings
• Maintain visibility of the status of all commercial delivery and operational aspects and drive issue resolution
• Ensure full compliance in all internal and external dimensions of the business
• Support cash collection activities by taking lead or resolving commercial issues

Skills

Account management

Sales leadership

Strategic selling

Relationship management

Negotiation

Pipeline management

Stakeholder management

Education

Bachelor's degree or equivalent

Tools

CRM systems

Microsoft Office

CCNA/CCNP (nice to have)

Job description

Overview

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

As a Senior Account Manager, it is accountable for driving profitable growth by identifying pursuing and closing business opportunities for customers. You are the ultimate owner of the customer relationship by becoming the 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 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

EXPERIENCE

• 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

NICE TO HAVE

• 2 years or more experience in Airline/Air Transport industry
• Cisco Certified Network Associate (CCNA) preferable
• Cisco Certified Network Professional (CCNP) preferable

EDUCATION & QUALIFICATIONS

• Academic qualifications or equivalent business professional experience

WHAT WE OFFER

We're all about diversity. We operate in 200 countries and speak 60 different languages and cultures. We're really proud of our inclusive environment. Our offices are comfortable and fun places to work, and we make sure you get to work from home too. Find out what it's like to join our team and take a step closer to your best life ever.

• Flex 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.