Business Development Manager (ATC)

SITA; Barcelona; Presencial; EUR 90.000 - 130.000; Jornada completa

Descripción de la vacante

SITA is seeking a senior Business Development professional to drive growth in the Air Traffic Management and ANSP markets. You will develop strategies, manage proposals, and negotiate with major aviation authorities and airlines across Europe.

In this role you will build and maintain a robust pipeline, engage senior leaders, and collaborate with product teams to tailor solutions. Travel up to 40% across Europe is expected, with opportunities to influence strategic partnerships and revenue growth.

Formación

• Bachelor's degree in aeronautical engineering.
• Master's in aviation management/MBA preferred.
• 5+ years in industry and/or market segment experience.
• Experience selling to ANSPs in Europe (e.g. DSNA, ENAIRE, NATS, DFS, PANSA, Eurocontrol, Skyguide).
• Proven ability to work in complex, multicultural, matrixed organizations.
• Strong negotiation and stakeholder management skills.
• Experience with CNS/ATM systems and related standards.

Responsabilidades

• Generate and maintain a pipeline of ATC/ATM opportunities and drive them to close.
• Develop and execute business development strategies for ATM/ANSP domains.
• Maintain knowledge of EUROCAE, EASA, ARINC, ICAO and IATA standards in ATM/ANSPs.
• Collaborate with stakeholders to define target markets, value propositions and differentiators.
• Lead or support negotiations, executive briefings, and customer governance forums.
• Advise customers on best match between SITA For Aircraft solutions and business needs.
• Conduct consultative selling for account development (hunt/farm).
• Provide feedback to product teams on requirements and challenges.

Conocimientos

Business development

Sales

Contract negotiation

Stakeholder management

Team player

Communication

Negotiation

Leadership

Account management

Commercial mindset

Educación

Bachelor's degree in aeronautical engineering

Master's in aviation management/MBA

Descripción del empleo

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

You will be responsible and accountable for promoting SITA For Aircraft’s products and solutions to drive growth with existing customers and reach new customers in the Air Traffic Management (ATM) domain and Air Navigation Service Providers’ market (ANSP). You will lead growth initiatives tasked to lead proposal development, response to RFPs, contract negotiations and bid management for ATM/ANSP related projects. This role is pivotal in identifying new business opportunities, building strategic partnerships and driving revenue growth across global markets.

Key Responsibilities

• Generate and maintain a pipeline of qualified, active ATC/ATM opportunities and manage them to close to deliver yearly business growth.
• Bring ATC/ATM subject matter experience. Develop and execute business development strategies for ATM/ANSP domains.
• Maintain strong knowledge of EUROCAE, EASA, ARINC, ICAO and IATA standards in the ATM and ANSP domain.
• Working with all relevant stakeholders to develop the solution target-market, the value proposition and the differentiators.
• Lead or support negotiations, executive briefings, and customer governance forums.
• Acting as an authority to advise customers on the best match between SITA For Aircraft solutions and business requirements.
• Conduct consultative selling to prospect customers and existing customers for account development (mix of hunting/farming roles).
• Identifying customer needs/drivers and providing feedback to SITA For Aircraft Product Teams about solution requirements, issues and challenges to drive the market
• Managing and maintaining excellent business relationships with local partners in assigned region.
• Represent the company at industry events, conferences, and regulatory forums.
• Monitor market trends, competitor activities and emerging technologies in CNS/ATM systems.
• Travel regularly to meet customers, support commercial activities and attend industry events, primarily across Europe (including CIS countries) and up to 40% of the time.

Qualifications

• 5+ years relevant industry and/or market segment experience.
• Expertise in business development, sales, contract negotiation.
• Experience in dealing or selling to ANSPs in Europe such as DSNA, ENAIRE, NATS, DFS, PANSA, Eurocontrol, Skyguide, etc.
• Proven experience working in complex, multi-cultural and highly-matrixed organizations.
• Experience of interfacing directly with senior levels of management internally and externally.
• Proven experience in a management role or customer-facing position and establishing customer relationships.
• Airline or ANSP operations and applications product / solution knowledge.
• Familiarity with CNS/ATM systems, communication (e.g. VHF datalink, ATN, Pre-FANS, FANS, DL-FEP).
• Strong consultative-selling approach.
• Commercially minded, driven by results.
• Team player.
• Excellent negotiation, communication and stakeholder management skills.
• Knowledge of bid and project management.

Knowledge & Skills

• Pre-FANS, FANS, ATN/VDLm2, DL-FEP, ProATN and broader datalink concepts.
• Experience liaising with Air Navigation Service Providers.
• Experience liaising with community-wide entities such as Eurocontrol.
• Experience liaising with Civil Aviation Authorities.
• Structured mindset and structured approach to work.
• Experience in building and owning account P&L is preferred.

Education & Qualifications

• Bachelor's degree in aeronautical engineering
• Master's in aviation management/MBA preferred

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.

Salary / Compensation Note

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