Maritime Sales, Senior Manager (Hunter & Closer)

SITA; Kuala Lumpur; Híbrido; MYR 90 000 - 140 000; Tempo integral

Vantagens oferecidas por esta oferta de emprego

Work from home up to 2 days/week

Flexible work hours

Up to 30 days remote work annually

Employee Assistance Program

Resumo da oferta

SITA in Kuala Lumpur is looking for a motivated sales professional to lead business development in the maritime sector. You will be responsible for driving new business growth, owning your market and utilizing a consultative selling approach.

The ideal candidate has over 10 years of experience in closing B2B deals in maritime technology and demonstrates a deep understanding of port operations and regional markets. This role involves travel and a sales-focused mindset to create opportunities and ensure exceptional client partnerships.

Qualificações

• 10+ years in closing complex B2B deals, especially in maritime sectors.
• Strong consultative selling skills.
• Deep understanding of APAC maritime markets.

Responsabilidades

• Own top-of-funnel for maritime clients.
• Lead full-cycle sales from first contact to signed contracts.
• Apply Challenger methodology during client conversations.

Conhecimentos

Sales Closing

Consultative Selling

Revenue Growth

Port Operations Knowledge

Market Understanding

Descrição da oferta de emprego

Overview

WELCOME TO SITA
We're the team that keeps airports moving, airlines flying smoothly, and borders open. Our tech and communication innovations are the secret behind the success of the world's air travel industry.
You'll find us at 95% of international hubs. We partner closely with over 2,500 transportation and government clients, each with their own unique needs and challenges. Our goal is to find fresh solutions and cutting-edge tech to make their operations run like clockwork. Want to be a part of something big?
Are you ready to love your job? The adventure begins right here, with you, at SITA.

About The Role & Team

You are a quota-carrying sales closer—not just a relationship builder, not a strategist. You are here to hunt, win, and close. Your mission is to deliver New Business, accelerate SmartSea penetration, and own the maritime revenue stream. You find new suspects and prospects. You own your maritime market. You thrive on the chase, obsess over the close, and celebrate the big wins.

Location: KL or SG

Travel: Approx. 30–40% across customer sites, ports, maritime hubs, and partner locations

What You'll Do

Hunting & Pipeline Ownership

• Own the top-of-funnel for maritime clients: Shipping, Cruise Lines, Ports, port authorities, terminal operators, and tech partners.
• Nurture different phases in the sales cycle to increase the win ratio.
• Build and maintain a high-velocity pipeline with clear conversion targets and aggressive timelines.

Closing & Revenue Delivery

• Lead full-cycle sales engagements from first contact to signed contract.
• Deliver new business ACV with precision, urgency, and relentless focus on outcomes.
• Strong commercial drive, pipeline discipline, and deal-closing ability.
• Comfortable operating in a regional role with cross-functional internal coordination.

Challenger Sales Execution

• Apply Challenger methodology to teach, tailor, and take control of client conversations.
• Challenge client assumptions, provoke new thinking, and drive urgency through commercial insight.

Client Partnership & Consultative Selling

• Operate as a trusted advisor, not a vendor. Understand the client’s reality, constraints, and ambitions.
• Co-create solutions that align with operational maturity and transformation goals.
• Build relationships with cruise lines, cruise terminal operators, and home port authorities.

Maritime Solutioning

• Sell SmartSea offerings: biometric identity, baggage handling, onboard connectivity, fleet performance, IT infrastructure, value-added services, ITSM, Cybersecurity.
• Partner with maritime solution architects and client executives to accelerate deal velocity.

Qualifications

WHO YOU ARE

Must-Have Credentials

• Minimal 10 years of experience in closing complex B2B deals, IT & digital transformation projects and contracts in maritime, shipping, cargo, cruise, oil & gas, or adjacent maritime tech sectors.
• Evidence of Challenger approach or consultative selling.
• Highly driven and ambitious with deal velocity, ACV growth, and winning.

Port & Terminal Expertise

• Working knowledge of port operations, terminal management systems, and port service vendor ecosystems.
• Familiarity with port authority procurement processes and concession/contract structures.
• Understanding of turnaround workflows, berth scheduling, and cargo handling operations is an advantage.

Regional & Sector Expertise

• Deep understanding of APAC maritime markets, including regulatory frameworks and port operations.
• Familiarity with Southeast Asian business environments and buying processes.
• Strong network across port authorities, cruise lines, and maritime tech vendors.

Behavioral Traits

• Revenue-Driven Mindset - You are passionate about performance and results. You pursue revenue targets with precision and urgency, always focused on delivering measurable impact.
• Proactive & Relentless - You don't wait for opportunities—you create them. You thrive in fast-paced environments and consistently push beyond expectations to open new doors.
• Strategic Closer - You understand the rhythm of a deal. You know when to challenge, when to listen, and when to move decisively to signature. You bring confidence and clarity to every negotiation.
• Competitive Spirit - You are energized by winning. You approach every opportunity with determination and resilience, and you view setbacks as fuel for your next success.

Measures of Success

• Qualified pipeline created and progressed.
• New business revenue signed.
• Number and quality of strategic opportunities developed.
• Win rate on priority pursuits.
• Growth of maritime accounts in Southeast Asia.
• Partner-supported opportunities and conversions.

Reporting Line

Reports to: Matrix reporting to Global T+ Head, APAC commercial leadership and SmartSea.

Works closely with: SmartSea technical teams, SITA portfolio teams, bid management, delivery, and partner management.

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: Level up your skills with our training platforms, including LinkedIn Learning!

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.