Senior Airline Solutions Account Leader – Flexible & Remote

SITA Group; 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

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.