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About the Role
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.
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.
Requirements
- 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.
- 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.
Work Type
- Work from home up to 2 days/week
- Take up to 30 days a year to work from any location in the world
Experience Level
- Minimum 8 years of enterprise sales, account management, or business development experience.
Education Level
- Bachelor's degree or equivalent professional experience.
Benefits
- Employee Assistance Program (EAP), for you and your dependents 24/7, 365 days/year
- Champion Health - a personalized platform that supports a range of wellbeing needs.
- Access to world-class platforms and programs for professional development including LinkedIn Learning, Microsoft's Enterprise Skills Initiative, Airport Council International, Pluralsight, Harvard Business Publishing, and Stanford.
- Competitive benefits that make sense with both your local market and employment status.
About the Company
- 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.
- 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.
- 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.
Equal Opportunity
- 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.