Overview WELCOME TO SITA is the leading specialist in air transport communications and information technology. We dont just connect the global aviation industry, we apply decades of experience and expertise to address almost every core business, operational, baggage, and passenger process in air transport. As an organization, we cover 95% of all international air travel destinations and work with over 2,800 air transport and government customers in every corner of the globe. Immerse yourself in the dynamic world of technology while embracing our collaborative, and inclusive culture. Ready to redefine air travel? The journey starts here, with you at SITA. ABOUT THE ROLE: As Network & Security Business Development Manager in the Network team, you will be engaging with the SITA Sales and Pre-Sales teams across their assigned Territory to achieve New Business growth for the Network Solution Line. You will engage in a consultative selling approach by bringing ATI and Network & Security subject matter throughout the course of a deal by building customers' and sales reps' awareness of our Network and Security offerings, hunting for new opportunities, populating the pipeline and closing deals..What you will doBusiness growth. Collaborate with SITA Sales Representatives to achieve profitable sales growth in the assigned Network & Security business line. Generate new leads and opportunities within assigned existing customer accounts via upselling and cross-selling, specifically focusing on new opportunities within the realm of network and security solutions. Manage a pipeline of qualified active opportunities and drive them to close, ensuring a strategic fit between the opportunity and SITA's network and security capabilities.Executive relationships. Increase the number and quality of interactions with key customer and industry personnel, especially executive buyers in businesses needing network and security solutions, and build trusted relationships across market segments, customer accounts, and vertical business areas.Demand creation activities. Execute highly targeted and measurable demand creation activities for a set of Network & Security products within SITA Business Areas, directly aligned with the attainment of specific objectives. Raise prospect awareness and consideration through presentations, webinars, and other outreach events highlighting the value of SITA's network and security solutions.Drive prospecting efforts. Engage with SITA Sales and Pre-sales teams in high-profile customer meetings to build a robust pipeline in customer opportunity reviews and workshops. Assist sales engineers with developing complex network and security solutions to meet buyer needs.Pipeline acceleration and deal strategy. With SITA Sales and Pre-sales teams, increase the number and value of qualified sales opportunities for the Network business line. Suggest tactics, pricing, competitive positioning and strategies for sales reps to incorporate into their selling strategies. Accurately capture and report all aspects of account and opportunity information within a sales force automation (SFA) application and accurately report on forecast/pipeline.Proposal development and response. Assist SITA Sales and Pre-sales teams with active opportunities, ensuring that the appropriate Network & Security product or business solution is included in sales proposals. Respond to requests for information and requests for proposal in relation to network and security offerings.Competitive intelligence. Equip SITA Sales and Pre-sales teams with knowledge, messaging, and suggested tactics to win against competitors in the Network & Security space. Display comprehensive knowledge of competitors' products, strategies, and pricing. Share frequently asked questions, competitive intelligence, and commonly used content using SITA's communication and collaboration tools.Objection response. Capture common buyer objections to Network & Security solutions and outline ideal responses to frequently asked customer questions. Provide assistance on specific nuances of product features or customer experiences within the network and security realm.Customer success stories. Collaborate with marketing, product management, and/or sales enablement to develop and communicate customer case studies showcasing successful implementation of SITA's network and security solutions and the commercial value delivered to the customer.Sales playbooks. Develop network and security solution playbooks in conjunction with marketing and sales enablement. These playbooks should provide current, relevant, and customized content for sales reps, with value propositions, case studies, or ROI examples tailored to prospects' needs, improving the relevance and quality of interactions during each phase of the sales cycle Qualifications EXPERIENCE7+ years proven success in generating revenue growth in a sales and/or business development role5+ years relevant industry and/or market segment experience5+ years relevant product experience preferredGood knowledge of Network and security technologies, including SDWAN, SASE and cloud computingTrack record of achieving/exceeding sales targetsTrack record of building client relationship at Senior Management levelTrack record of building and implementing business development plans incl. assessing analyzing tracking & consolidating market dataBachelor's degree in Business, Computer Science and/or Telecommunications required Master's degree/MBA preferredWHAT WE OFFER: SITAs workplace is all about diversity, many different countries and cultures are represented in our workforce. We collaborate in our impressive offices, embracing a hybrid work format. As part of our global benefits, we offer: Flex Week: Work from home up to 2 days/week (depending on your Team's needs). Flex Day: You may wish to flex your arrival time at the office to beat rush hours or leave earlier for personal commitments. We encourage open communication with your manager about your needs and routine. Flex-Location: Enjoy up to 30 workdays of benefits, anywhere in the world! Employee Wellbeing: Benefit from the Employee Assistance Program (EAP) provided by SITA, a yearly free service offering practical advice in various aspects of your life. Professional Development: Enhance your skills with our training platforms, inclusive of LinkedIn Learning! Competitive Benefits: Access competitive benefits tailored to the local market and your employment status. SITA is an Equal Opportunity Employer and values a diverse workforce. In support of our Employment Equity Program, women, aboriginal people, members of visible minorities, and/or persons with disabilities are encouraged to apply and self-identify in the application process.
