Overview
About you
You know an effective sales machine when you see one. And you know how to build it. You know how sales teams work and how to set up the tools, processes, and governance to make them successful. You are driven by transformative impact. You raise the bar. You communicate for action. You are an admired leader and skilled at influencing. You do everything with excellence and expect the same from your peers. And you bring others along on the journey.
About Us
We are a highly diverse, collaborative, and entrepreneurial team on a mission to strengthen and future-proof SITA - and transform the air travel and transport industry in doing so. We help the rest of SITA to perform at its best by providing direction, insights, and tools across strategy, innovation, sustainability, communication, partnering, and sales enablement.
About The Role
You will lead our global sales operations team, with responsibility for developing, monitoring, and supporting our sales process from prospecting to contract signature. Your goal will be to ensure that our sales teams are enabled and incentivized in line with best practices to transparently and effectively engage with customers to deliver the full commercial potential of SITA’s portfolios.
In doing this, you will work closely with our CEO, CFO, regional presidents, and the regional sales operations teams within our four geographies. The role is both hands-on and strategic, as it spans ongoing operations and setting and delivering the strategic vision for next-level sales operations in collaboration with sales and sales operations leaders across the organization.
Your Responsibilities
- Be a thought partner to our CEO and CFO on sales operations, including strategic priorities as well as execution support in terms of, e.g., target setting and identifying ongoing sales performance issues.
- Build strong executive relationships with sales and sales operations stakeholders and become a trusted advisor to them.
- Own and enforce the policies, processes, methodologies, and data governing the sales process, ensuring best practices and consistency across business units and regions.
- Own the global sales transformation program to meet the requirements of our strategy and drive improvements in account development, sales effectiveness, and automation.
- Lead global sales planning, forecasting, and reporting.
- Manage data quality and integrity in our sales tools and systems.
- Monitor, analyze, and suggest improvements to our sales effectiveness.
- Manage the Sales Incentive Plan and its implementation across sales teams.
- Specify requirements for the development of, and manage, our sales tools and systems, and lead the adoption of AI across all areas of our sales operations.
- Work with our technology teams to develop and implement new tools and systems.
- Lead the design and the development of sales skills training for sales teams.
- Lead, inspire and empower the global sales operations team members to deliver strong performance, grow their engagement and satisfaction, and develop their careers.
- Manage your team’s budget and recruitment needs.
Qualifications
Required qualifications
- University degree in Business, Marketing, or a related field.
- 10+ years of leadership experience with a proven track record of progression.
- Extensive experience in sales operations in a complex and international environment.
- Hands-on experience with sales support and CRM technology, tools, and platforms.
- Experience with leading teams of leaders.
Core competencies
- Understanding of sales teams’ and customers’ needs and ways of working.
- Ability to communicate from C-level down to all levels of the sales organization.
- Structured and proactive approach combined with strong sales acumen.
- Results-driven mindset with a passion for innovation and speed to market.
- Ability to drive large-scale transformations in global organizations.
- Analytical skills with a drive to use data to assess and improve impact and ROI.
- Strong stakeholder management skills and experience working in a matrix organization.
