Business Development Senior Manager...
1 settimana fa
Overview: WELCOME TO SITAWe'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.PurposeThe Business Development Senior Manager is accountable for engaging with Sales across their assigned Territory or Market Segment to achieve retention revenue new business growth and client satisfaction goals within the designated territory and accounts for one or more SITA Business Lines. They bring ATI and technology subject matter expertise and business acumen of our customers business processes. With Sales Reps they engage in a consultative selling approach throughout the course of a deal building customers’ and sales reps’ awareness of offerings and helping reps improve their confidence and capabilities.Key ResponsibilitiesBusiness growth. Work with Sales Reps to achieve profitable sales growth in the assigned Business Lines. Generate new leads and opportunities within assigned existing customer accounts via upsell and cross‑sell including the identification of opportunities in new buying centers. Maintain a pipeline of qualified active opportunities and manage them to close. Ensure there is a strategic fit between the opportunity and SITA capabilities.Executive relationships. Increase the number and frequency of interactions with key customer and industry personnel especially executive buyers business partners and industry associations. Build trusted relationships with executive buyers across market segments customer accounts and vertical business areas.Highly targeted and measurable demand creation activities for a set of products within SITA Business Areas / Lines directly aligned with the attainment of specific objectives in a vertical segment or a geography. Work to raise prospect awareness and consideration through presentations webinars and other outreach events.Drive prospecting efforts with Sales Reps. Engage with Sales Reps in high & early customer meetings to build pipeline in customer opportunity reviews and workshops and assist sales engineers with developing complex solutions to meet buyer needs.Pipeline acceleration and deal strategy. With Sales Reps drive the increase in the number and value of qualified sales opportunities for the assigned Business Area / Lines. With a view across multiple prospect interactions suggest tactics pricing competitive positioning and ideas for sales reps to incorporate into their selling strategies. Maintain a pipeline of qualified active opportunities and manage them to close. Accurately capture and report all aspects of
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