Business Development Manager (Atc)

Sita - Société Internationale De Télécommunications; Lazio; In loco; EUR 90.000 - 120.000; Tempo pieno

Vantaggi offerti da questo lavoro

Flex Week: Work from home up to 2 days

Flex Day: Make your workday fit your生活

Flex-Location: Up to 30 days working 0

Employee Wellbeing: EAP 24/7 365

Professional Development: access to Lx

Competitive Benefits

Descrizione del lavoro

SITA in Italy is seeking a Business Development Manager for ATC/ATM solutions to drive growth with existing customers and win new ANSP accounts across Europe. You will lead proposal development, RFP responses and bid management, advising customers on optimal SITA For Aircraft solutions.

You will work with senior stakeholders, build strategic partnerships and travel across Europe to meet customers and attend industry events, contributing to revenue growth in the ATM domain.

Competenze

• 5+ years in business development or sales in aviation/ATM sectors.
• Experience selling to ANSPs in Europe (e.g., DSNA, ENAIRE, NATS, DFS).
• Experience with complex, multi-cultural organisations and senior stakeholder engagement.

Mansioni

• Promote SITA For Aircraft products to grow existing and new ATM/ANSP customers.
• Lead proposal development, RFP responses, and bid management.
• Negotiate contracts and build strategic partnerships worldwide.
• Represent the company at industry events and regulatory forums.

Conoscenze

Business development

Sales

Contract negotiation

Stakeholder management

Communication

Team player

Negotiation

Bid management

Formazione

Bachelor's degree in aeronautical engineering

Master's in aviation management/MBA

Descrizione del lavoro

Overview

WELCOME TO SITAAt 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.

Experience

• 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 PL is preferred.

Education Qualifications

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

What We Offer

• 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 NoteHidden (-999) Salary / Compensation NoteHidden (-999)

Business Development Manager (ATC) • rome, latium, Italy