Responsable du développement des affaires – OCC/Business Development Manager - OCC

SITA; Montreal (administrative region); On-site; CAD 90,000 - 140,000; Full time

Benefits offered by this job

Flex Week

Flex Day

Flex Location

Employee Wellbeing

Professional Development

Competitive Benefits

Job summary

SITA is seeking a Business Development Manager for OCC to drive pipeline and conversions for OCC AM solutions across APAC and AMER. You will collaborate with SITA Account Managers, SFA teams, and Product to position OCCAM, enable teams, and influence roadmap based on market feedback.

The role emphasizes strategic business development across airline operations, IT, and sponsorship with a focus on safety, cost, and efficiency in high-stakes environments.

Qualifications

• Enterprise software / SaaS sales experience with airlines or aviation customers.
• Airline applications selling experience, involving operational systems or disruption recovery.
• Airline industry experience with buying centers, sponsors and account navigation.
• Software implementation or service experience, with delivery and onboarding factors.
• In-depth airline operations knowledge, including OCC/IOCC workflows and disruption recovery.
• Understanding airline operations and key stakeholders across ops, IT and sponsorship.
• Ability to identify stakeholders, sponsors and decision-makers within target accounts.

Responsibilities

• Identify and prioritize target airlines across APAC and AMER with field teams.
• Generate new opportunities through outbound prospecting and events.
• Act as OCCAM SME through the sales cycle, aiding AMs and BDMs.
• Enable teams on OCCAM value proposition, use cases and positioning.
• Feed market insights back to Product to refine roadmap and GTM.
• Map airline stakeholders including OCC/IOCC operations and IT decision-makers.
• Qualify customer needs, environment, pain points, procurement readiness.
• Shape opportunity strategy, messaging, demos, and proposal inputs.

Skills

SaaS sales

Airline sales

OCC IOCC workflows

Stakeholder mapping

Account navigation

Disruption management

Cross-functional collaboration

Job description

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.

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 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.

About The Role & Team

The Business Development Manager - Operations Control Center (OCC) will focus on building and converting the pipeline for OCC Assistant Manager (OCCAM) Solution across the assigned geography, partnering closely with SITA Account Managers and SITA FOR AIRCRAFT (SFA) Business Development Managers. He/she will closely collaborate with Product team; regional sales leadership and target airlines and aviation customers; business sponsors; OCC / IOCC operations leaders; airline IT and transformation stakeholders. The role acts as the OCCAM subject‑matter expert through the sales cycle, strengthens account teams through enablement, and provides market feedback to Product to refine positioning and roadmap priorities. As a Business Development Manager - OCC, you will not only be focusing on strategic business development but also works at full competence to lead airline operational performance across multiple functions, balancing safety, cost, customer impact, and efficiency in complex and high‑stakes environments.

What You’ll Do

• Identify and prioritize target airlines across APAC and AMER together with SITA Account Managers and SFA BDMs.
• Generate new opportunities through outbound prospecting, industry events and the SITA network.
• Act as the OCCAM subject‑matter expert throughout the sales cycle, supporting AMs and SFA BDMs in their accounts.
• Enable AMs and SFA BDMs on the OCCAM value proposition, use cases and competitive positioning.
• Feed market and competitor insights back to the product team to support roadmap, positioning and go‑to‑market refinement.
• Map airline stakeholders and sponsors, including OCC/IOCC operations, IT, transformation and commercial decision‑makers.
• Qualify of customer needs, current operating environment, business pain points, procurement readiness and implementation considerations.
• Partner with AMs and SFA BDMs to shape opportunity strategy, customer messaging, demos, business cases and proposal inputs.

Qualifications

ABOUT YOUR SKILLS

• Enterprise software / SaaS sales experience with airlines or aviation customers.
• Airline applications selling experience, ideally involving operational systems, disruption management or recovery solutions.
• Airline industry experience with an understanding of buying centers, sponsor identification and account navigation.
• Software implementation or service experience, with the ability to explain delivery process, onboarding considerations and operational adoption factors.
• In-depth airline operations knowledge, including OCC / IOCC workflows, disruption management and recovery processes.
• Understanding airline operations and key stakeholders across operations control, IT, transformation, and executive sponsorship.
• Ability to identify key stakeholders, sponsors, and decision‑makers within target airline accounts.
• Understanding of airline operations systems and how they integrate into the wider operational environment.
• OCC environment knowledge, including daily operating rhythms, disruption response and recovery decision‑making.
• Strong consultative selling, discovery, qualification, storytelling and cross-functional collaboration skills.

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’ve 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 personalised 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.

Salary / Compensation Note

Hidden (-999)