business development manager in Air Traffic Management

Enfint; Barcelona; Híbrido; EUR 70.000 - 110.000; Jornada completa

Ventajas ofrecidas por este puesto de trabajo

Remote work up to 2 days/week

Flexible work hours

Work abroad up to 30 days/year

Employee Assistance Program

Wellbeing platform

Professional development programs

Competitive local market benefits

Descripción de la vacante

SITA For Aircraft ищет опытного специалиста по развитию бизнеса в области CNS/ATM с готовностью работать удаленно до 2 дней в неделю и путешествиями до 40% времени. Требуется опыт продаж и переговоров с ANSP, а также знание отрасли и технологий, включая VHF/DL-FEP.

Кандидат будет развивать рынки, строить предложения, вести переговоры и поддерживать отношения с партнерами по регионам Европы и СНГ. Ожидается гражданство/вид на работу в регионе и соответствие требованиям авиационной отрасли.

Formación

• Опыт работы в бизнес-развитии и продажах не менее 5 лет.
• Опыт переговоров и заключения контрактов с ANSP/авиасектором.
• Умение вести консультационный подход к продажам и управлению заинтересованными сторонами.
• Опыт в bid и управлении проектами.
• Коммерческий настрой и ориентация на результат.
• Опыт взаимодействия с руководством и клиентами на разных уровнях.

Responsabilidades

• Разгон и ведение конвейера квалифицированных возможностей ATC/ATM.
• Разработка стратегий продаж для доменов ATM/ANSP.
• Определение целевых рынков, ценностного предложения и дифференциаторов.
• Ведение переговоров и участие в выставлениях и встречах с клиентами.
• Рекомендации клиентам по соответствию SITA For Aircraft решения требованиям бизнеса.
• Консультативные продажи и развитие аккаунтов.
• Установление и поддержание отношений с местными партнерами; участие в отраслевых мероприятиях.

Conocimientos

Business development

Sales

Contract negotiation

Stakeholder management

Consultative selling

Team player

Bid & project management

Negotiation

Educación

Bachelor's degree in aeronautical engineering

Master's in aviation management or MBA

Descripción del empleo

Описание

SITA provides technology and communication solutions that keep airports moving, airlines operating smoothly, and borders open. Its products and services support the global air travel industry, serving most international airports and transportation and government clients worldwide.

Задачи

• Generate and maintain a pipeline of qualified ATC/ATM opportunities and manage them through closure to deliver yearly business growth
• Develop and execute business development strategies for ATM/ANSP domains
• Develop the solution target market, value proposition, and differentiators with relevant stakeholders
• Lead or support negotiations, executive briefings, and customer governance forums
• Advise customers on the best match between SITA For Aircraft solutions and business requirements
• Conduct consultative selling for prospect and existing customer account development
• Identify customer needs and provide feedback to SITA For Aircraft Product Teams on solution requirements, issues, and challenges
• Manage and maintain business relationships with local partners in the assigned region
• Represent SITA 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, for up to 40% of the time

Требования

• 5+ Years of relevant industry and/or market segment experience
• Expertise in business development, sales, and contract negotiation
• Experience dealing with or selling to European ANSPs such as DSNA, ENAIRE, NATS, DFS, PANSA, Eurocontrol, and Skyguide
• Experience working in complex, multicultural, and highly matrixed organizations
• Experience interfacing directly with senior management internally and externally
• Experience in a management role or customer-facing position and establishing customer relationships
• Knowledge of airline or ANSP operations and applications products or solutions
• Familiarity with CNS/ATM systems and communication technologies, including VHF datalink, ATN, Pre-FANS, FANS, and DL-FEP
• Strong consultative-selling approach
• Commercial mindset and results orientation
• Team-player approach
• Excellent negotiation, communication, and stakeholder management skills
• Knowledge of bid and project management
• Experience liaising with Air Navigation Service Providers, Eurocontrol, and Civil Aviation Authorities
• Structured mindset and approach to work
• Bachelor's degree in aeronautical engineering
• Nice to have: Experience building and owning account P&L, Master's in aviation management or MBA

Условия

• Work from home up to 2 days per week depending on team needs
• Flexible workday arrangements
• Work from any location in the world for up to 30 days per year
• Employee Assistance Program for employees and dependents 24/7, 365 days per year
• Champion Health personalized wellbeing platform
• Access to professional development platforms and programs
• Competitive benefits aligned with the local market and employment status
• Travel up to 40% of the time, primarily across Europe including CIS countries