Business Development Manager

SITA; Riyadh; On-site; SAR 240,000 - 360,000; Full time

Job summary

SITA is seeking a seasoned Business Development Manager for Saudi Arabia to accelerate commercial growth across government, border-management authorities, and giga-projects. Based in Riyadh, you will shape opportunities and lead multi-stakeholder engagements spanning digital identity, security, and data communications.

You will build executive-level relationships, orchestrate cross-functional teams, and define strategies to unlock new revenue streams while positioning SITA as a trusted

Qualifications

• Native Arabic speaker with 8–10 years in BD or complex solution sales.
• Experience in government, public-sector, border-management, infrastructure, or major transformation programs.
• Ability to translate complex technology into compelling business outcomes for executives.

Responsibilities

• Drive revenue growth across government, border-management and giga-projects.
• Develop strategic market maps of government entities, border authorities and regulators.
• Lead capture plans defining customer engagement, value proposition and action plans.
• Build executive relationships with government entities and partners to identify opportunities.
• Engage early to uncover challenges and articulate business value for solutions.
• Coordinate cross-functional pursuit teams to advance complex opportunities to close.
• Maintain a substantial qualified pipeline with accurate CRM data and forecasts.
• Position proposals and RFP responses aligning with customer priorities.
• Activate an ecosystem of partners to extend reach and co-create go-to-market routes.

Skills

Strategic storytelling

Executive communication

Ecosystem partnerships

Hunter growth

Stakeholder mapping

Complex solution sales

CRM analytics

Arabic speaker

Government procurement

Tools

CRM systems

Job description

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

As a Business Development Manager for Saudi Arabia reporting to the Head of Business Development KSA you will play a pivotal role in accelerating commercial growth and expanding SITA s presence across government organizations border-management authorities and giga-projects in the Kingdom With a strong background in developing complex technology and transformation opportunities within the government and public sectors you will promote capabilities spanning border management digital identity biometrics security data communications and other solutions relevant to government entities and giga-projects Beyond deep expertise in business development sales strategy and customer engagement this role requires the ability to leverage Strategic Storytelling & Executive Communication and Ecosystem Partnerships & Hunter Growth to influence senior stakeholders unlock new revenue streams and position SITA as a trusted transformation partner You will help shape customer vision articulate business value and create strategic partnerships that accelerate growth and strengthen SITA s market leadership You will develop and execute the business development strategy for the assigned portfolio shape strategic opportunities from an early stage and coordinate SITA s internal and external stakeholders throughout complex and often extended sales cycles

WHAT YOU LL DO

Drive profitable revenue growth across assigned government border-management and giga-project segments through new customer acquisition entry into new buying centers and the cross-selling of relevant SITA capabilities
Develop and maintain strategic market account and stakeholder maps covering relevant government entities border authorities giga-projects regulators consultants decision-makers influencers and ecosystem partners
Lead the development and execution of capture plans for major strategic opportunities defining the customer engagement strategy competitive positioning partner model value proposition and internal action plan
Build and maintain trusted executive-level relationships with government entities and strategic partners to identify new opportunities and support customer success
Engage with customers early in the sales cycle to uncover business challenges articulate business value and develop solution-oriented sales strategies
Develop and execute targeted demand generation activities including industry events executive presentations webinars and customer workshops
Orchestrate cross-functional pursuit teams including Sales Business Lines Solution Engineering Commercial Legal Finance Delivery and partners to qualify shape and progress complex opportunities toward successful closure
Build and manage a substantial qualified pipeline aligned with agreed growth and coverage targets provide accurate forecasts and maintain high-quality opportunity stakeholder and activity data within SITA s CRM
Lead the commercial positioning of strategic proposals and RFP responses ensuring that SITA s value proposition solution approach partner strategy and executive messaging are aligned with customer priorities
Engage customers consultants and ecosystem stakeholders ahead of formal procurement cycles to understand strategic priorities influence requirements and position SITA for upcoming opportunities
Analyze market trends competitive intelligence and customer insights to identify emerging business opportunities
Build and activate an ecosystem of strategic partners local technology providers consultants system integrators and industry influencers to extend SITA s reach strengthen local capabilities and create joint routes to market
Contribute to customer success stories sales playbooks and value propositions that strengthen SITA s competitive differentiation
Establish trusted relationships with senior government officials executives procurement stakeholders and technical decision-makers while navigating the appropriate formal protocols and governance requirements

REQUIREMENTS

Native Arabic speaker with 8 – 10 years of successful experience in business development or complex solution sales, with a demonstrated track record of creating pipeline, developing strategic opportunities, navigating long sales cycles, and delivering revenue growth.
Proven business development experience within government, public-sector, border-management, infrastructure, or major transformation programs, including senior stakeholder engagement, complex tender management, and the development of strategic opportunities.
Demonstrated ability in Strategic Storytelling & Executive Communication by translating complex technology and transformation solutions into compelling business, operational, security, and public-value outcomes that resonate with executive decision-makers and accelerate buying decisions.
Proven expertise in Executive Communication, enabling stronger C-level engagement, stakeholder alignment, and influence across customer organizations.
Demonstrated ability to build persuasive value propositions and deliver impactful presentations that connect customer challenges with measurable business benefits.
Proven experience in Ecosystem Partnerships & Hunter Growth, creating new demand through strategic partnerships, prospecting initiatives, and market expansion activities.
Strong capability in identifying new buying centers, uncovering net-new opportunities, and developing growth strategies that drive revenue acceleration.
Comfortable navigating complex customer environments and long sales cycles using consultative selling techniques and stakeholder mapping.
Ability to collaborate effectively across Sales, Product Management, Marketing, Solution Engineering, and Customer Success teams to achieve strategic business outcomes.
Strong executive presence with the ability to influence, persuade, and build credibility with senior stakeholders and strategic partners.
Data-driven decision-making skills with experience leveraging CRM systems, pipeline analytics, and customer insights to drive growth strategies.
Demonstrated customer-centric mindset focused on building lasting relationships, creating business value, and delivering measurable customer outcomes.
Strong understanding of Saudi government procurement practices, tendering processes, regulatory considerations, and public-sector decision-making environments.
Experience developing complex commercial propositions, consortium or partnership models, and go-to-market strategies involving multiple internal and external stakeholders.
Demonstrated ability to operate with a high level of autonomy, prioritize strategic pursuits, manage ambiguity, and secure senior internal alignment and investment.

NICE-TO-HAVES

Saudi nationals are strongly encouraged to apply.
Direct experience in border management, digital identity, biometrics, security, or government digital-transformation solutions.
Experience working with Saudi giga-projects, sovereign entities, or major national transformation programs.
Existing relationships across the Saudi government, security, border, or giga-project ecosystem.
Experience developing strategic alliances, consortiums, and partner-led routes to market.
Experience in aviation, airports, airlines, border management, or transportation technology.
MBA or postgraduate qualification in Business, Sales, or a related field.