Senior Business Development Manager - Aviation Managed Services (MSP/MSSP)

ESP Global Services; Chicago (IL); On-site; USD 140,000 - 210,000; Full time

Benefits offered by this job

Medical Insurance

Dental Insurance

Paid Time Off (PTO)

Professional Development Programs

Industry Training and Certifications

Career Growth Opportunities

Collaborative and Inclusive Culture

Job summary

ESP Global Services in Chicago seeks a senior aviation sales leader to own a strategic North American territory. You will target airports, airlines, MROs, and related providers, engage C-levels, and drive multi-year managed services deals.

With 7+ years in aviation sales and a proven record of exceeding quotas, you will collaborate with delivery teams, shape solutions, and represent ESP at industry events. The role offers uncapped commission and strong growth opportunities.

Qualifications

• 7+ years of direct aviation industry sales experience.
• 7+ years of experience selling MSP/MSSP, cybersecurity, cloud, or digital transformation solutions.
• Proven track record of exceeding annual sales quotas.

Responsibilities

• Develop and execute a strategic sales plan for aviation organizations in North America.
• Identify, qualify, and pursue new business opportunities across airports, airlines, MROs, and related providers.
• Lead contract negotiations and close multi-year managed services agreements.
• Maintaining a robust pipeline and forecasting with CRM.

Skills

Consultative selling

Executive relations

Strategic planning

CRM proficiency

Financial acumen

Education

Bachelor's degree

Tools

Salesforce

Dynamics

HubSpot

Job description

Brief Description

Why Join ESP Global Services?

For more than 30 years, ESP Global Services has delivered mission-critical IT and technology services to aviation organizations around the world. Our teams support airport operations, airline environments, field services, cybersecurity initiatives, infrastructure management, service desks, logistics solutions, and digital transformation programs across some of the industry's most complex and demanding environments.

As Part Of Our Growth Strategy, You Will

• Own and develop a strategic aviation sales territory.
• Sell industry-leading MSP, MSSP, Cybersecurity, Infrastructure, Cloud, and Digital Workplace solutions.
• Engage directly with executive decision-makers and influencers.
• Represent ESP at major aviation conferences and networking events.
• Work alongside experienced technical and operational teams.
• Earn uncapped commission and participate directly in ESP's growth success.

Key Responsibilities

New Business Development & Revenue Growth

• Develop and execute a strategic sales plan focused on aviation organizations throughout North America.
• Identify, qualify, and pursue new business opportunities within:
  • Commercial Airports
  • Airlines
  • MROs
  • FBOs
  • OEMs
  • Cargo Operators
  • Ground Handling Organizations
  • Aviation Technology Providers
• Establish and maintain a robust pipeline of qualified opportunities.
• Consistently exceed revenue, gross margin, and new logo acquisition targets.

Full Sales Cycle Ownership

• Manage opportunities from prospecting through contract signature and handoff.
• Conduct executive-level discovery sessions to understand customer challenges and strategic objectives.
• Collaborate with technical, service delivery, and solution architecture teams to create tailored client solutions.
• Develop business cases, proposals, RFP responses, and solution presentations.
• Lead contract negotiations and close multi-year managed services agreements.

Executive Relationship Management

• Build trusted relationships with:
  • CIOs
  • CTOs
  • CISOs
  • COOs
  • Airport Directors
  • Operations Leaders
  • Procurement Executives
• Position ESP as a strategic technology and business transformation partner.
• Maintain long‑term customer engagement and account expansion strategies.

Industry Leadership

• Represent ESP at aviation industry conferences, trade shows, and customer events.
• Stay informed on aviation technology trends, cybersecurity requirements, operational challenges, and regulatory developments.
• Provide market intelligence and competitive insights to leadership.

Sales Process Excellence

• Maintain accurate opportunity management and forecasting within CRM.
• Track pipeline health, opportunity progression, and sales activity metrics.
• Deliver reliable forecasting and executive reporting.

Requirements

• 7+ years of direct aviation industry sales experience (required).
• 7+ years of experience selling Managed IT Services (MSP), Managed Security Services (MSSP), Cybersecurity, Cloud, Infrastructure, or Digital Transformation solutions (required).
• Proven track record of consistently exceeding annual sales quotas.
• Demonstrated success acquiring and growing enterprise accounts.
• Experience managing complex sales cycles valued at six and seven figures.
• Experience negotiating and closing multi-year services contracts.
• Proven ability to generate new business and win net-new logos.

Aviation Industry Expertise (Required)

• Airports
• Airlines
• MRO Organizations
• Fixed Base Operators (FBOs)
• Aerospace/OEM Organizations
• Cargo & Logistics Operators
• Ground Handling Companies
• Aviation Technology Providers

An existing network of aviation decision-makers is required.

Skills

• Consultative and value-based selling expertise.
• Strong executive presence and communication skills.
• Advanced negotiation and closing skills.
• Strategic account planning capabilities.
• Financial and commercial acumen.
• Ability to communicate technical concepts to business stakeholders.
• Experience using Salesforce, Dynamics, HubSpot, or similar CRM platforms.

Education

• Bachelor's degree in Business, Technology, Aviation, or a related discipline preferred.
• Equivalent professional experience will be considered.

What We Will Offer

Personal & Professional Development

Within a learning and development culture, we offer unlimited access to a wealth of professional and personal training so that you may develop your career. We will guide all employees to both specific technologies and client environment training and compliment with recommended learning journeys via our L&D system, that cater to helping you reach career goals or objectives — whether you want to become a knowledge expert in your field or apply your skills to another division.

Diversity, Inclusion & Belonging

We are unconditionally inclusive in the way we work and celebrate individual uniqueness. We know diverse backgrounds are valued and succeed here.

Compensation & Benefits

Compensation

• Competitive Base Salary
• Uncapped Commission Plan
• Monthly Commission Payments
• Accelerated Earnings Potential Through Multi-Year Contracts
• Significant Growth Opportunity Within a Global Organization

ESP's commission structure rewards both new customer acquisition and high-margin, long-term managed services agreements and is designed to incentivize top performers.

Benefits

• Medical Insurance
• Dental Insurance
• Paid Time Off (PTO)
• Professional Development Programs
• Industry Training and Certifications
• Career Growth Opportunities
• Collaborative and Inclusive Culture

Our vision and ethos have stood the test of time and we aim to exceed expectation and delight customers every time and our values are integral to the way we work together.

Join a team that prioritizes excellence—our ISO 9001 certification reflects our commitment to quality and superior customer service.

ESP Global Services is an Equal Opportunity employer!