Account Manager

SITA Group; Kuala Lumpur; Hybrid; MYR 180,000 - 300,000; Full time

Benefits offered by this job

Flex Week

Flex Day

Flex-Location

Employee Wellbeing

Professional Development

Competitive Benefits

Job summary

SITA in Malaysia is seeking an Account Manager to drive profitable growth across airport and airline clients. You will develop trusted relationships with senior decision-makers and lead the sales cycle to position SITA as a strategic technology partner.

The role requires 8+ years in enterprise sales, mandatory IT solutions sales to airports/airlines, and a proven track record of closing complex deals. You will collaborate across teams to craft winning solutions and maintain a healthy pipeline.

Qualifications

• 8+ years of enterprise sales, account management, or business development experience.
• Mandatory experience selling IT solutions or technology services to airports and/or airlines.
• Proven track record of achieving or exceeding sales targets.
• Experience managing complex sales cycles and multiple stakeholders.
• Strong ability to build executive-level customer relationships.
• Experience developing account growth strategies and managing sales pipelines.
• Experience working within a matrix or cross-functional organization.

Responsibilities

• Manage and grow a portfolio of airport and airline customer accounts.
• Develop and execute account plans to drive revenue growth, retention, and expansion.
• Build trusted relationships with customers and key decision makers.
• Identify, qualify, and close new business opportunities, including cross-sell and upsell.
• Understand customer challenges and align SITA's solutions to objectives.
• Maintain a healthy pipeline and provide accurate sales forecasts.
• Lead commercial discussions, negotiations, and approvals.
• Collaborate with internal teams to develop winning solutions.
• Act as escalation point for commercial matters and resolve issues.
• Ensure compliance with policies and sales processes.

Skills

Enterprise sales

Account management

Business development

Strategic selling

Executive relationships

Negotiation

Education

Bachelor's degree

Job description

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

The Account Manager is responsible for driving profitable growth across an assigned portfolio of airport, airlines, and immigration & border authorities’ customers. The role develops trusted customer relationships, identifies new business opportunities, and leads the sales process to achieve revenue and growth objectives while positioning SITA as a strategic technology partner.

KEY RESPONSIBILITIES

• Manage and grow a portfolio of airport and airline customer accounts.
• Develop and execute account plans to drive revenue growth, customer retention, and expansion opportunities.
• Build trusted relationships with customers and key decision makers.
• Identify, qualify, and close new business opportunities, including cross-sell and upsell opportunities.
• Understand customer business challenges and align SITA's solutions to meet their operational and strategic objectives.
• Maintain a healthy sales pipeline and provide accurate sales forecasts.
• Lead commercial discussions, negotiations, and business approvals.
• Collaborate with Solution Design, Commercial Management, Delivery, Bid Management, and other internal teams to develop winning customer solutions.
• Act as the primary escalation point for commercial matters and support the resolution of customer issues.
• Ensure compliance with company policies, governance requirements, and sales processes.

Qualifications

EXPERIENCE

• Minimum 8 years of enterprise sales, account management, or business development experience.
• Mandatory experience selling IT solutions or technology services to airports and/or airlines.
• Proven track record of achieving or exceeding sales and revenue targets.
• Experience managing complex sales cycles and multiple stakeholders.
• Demonstrated ability to build executive-level customer relationships.
• Experience developing account growth strategies and managing sales pipelines.
• Strong commercial and negotiation skills.
• Experience working within a matrix or cross-functional organization.

NICE-TO-HAVE

• Knowledge of airport operations, airline operations, passenger processing, airport systems, airline systems, biometric systems or aviation technology solutions.
• Experience working with large enterprise customers in the aviation, transportation, immigration/border authorities or travel technology sector.
• Experience managing renewals, competitive takeaways, and strategic account growth initiatives.

EDUCATION & QUALIFICATIONS

• Bachelor's degree or equivalent professional experience.
• Qualifications in Business, Information Technology, Sales, Marketing, or Aviation-related disciplines are advantageous.

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.

Starting Compensation

Starting Compensation

Compensation Note