Overview
WELCOME TO SITA
We'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.
About The Role & Team
- The Senior Account Manager is accountable for driving all sales activities as per short and long-term objectives, formulating strategic direction for the growth of the account, owning and managing Tier 2 accounts up to 4 Tier 2 accounts.
What You Will Do
- Drive all sales activities as per short and long-term objectives.
- Formulate strategic direction for the growth of the account.
- Own and manage Tier 2 accounts up to 4 Tier 2 accounts.
- Support and coach the (virtual) team involved in account management to ensure sustainable and profitable growth, develop and implement a documented business plan that is in line with short and long-term goals.
- Develop maintain and execute ongoing Account Development Plans reviews to ensure full alignment focus and quality on priorities that all growth potential is identified and addressed and that all resources are fully aligned and effectively collaborate in achieving their objectives Engage with relevant stakeholders to identify develop and implement growth strategies.
- Manage and build relationships with clients, become the trusted advisor/consultant for them.
- Ensure customer loyalty and highest level of customer satisfaction Gain deep understanding of the customer's business needs and use this to identify opportunities and plan for the continued development of SITA's business.
- Create opportunities to provide a unique or contrarian perspective during conversations, align unique insights to customer priorities and reframe the way customers view their business.
- Build sales pipeline for future growth with close collaboration with Marketing for demand generation and ensuring qualified marketing leads are converted to sales accepted leads for pipeline growth.
- Ensure sales forecasts are accurate and up-to-date and all customer requests are dealt with and services delivered as per agreed schedule.
- Build and manage a virtual team of individuals in Business Development Solution Design Commercial Management Bid Management Pricing Management functions etc. effectively delegate and allocate work develop team and achieve highest alignment morale and engagement; coach individuals to support their growth and development
- Identify resource needs from other functions plan and engage resources manage the team effectively.
- Proactively manage purchase decisions to shorten sales cycle and communicate key economic drivers macro and microeconomic trends internally to increase awareness and adopt to new situations also externally to clients to address potential new business opportunities.
- Ensure full compliance in all internal and external dimensions of the business.
- Support cash collection related activities by taking lead or resolving commercial issues that may cause non-payment.
- Develop and implement a strategic sales plan to expand the airport and government business sectors in KSA, in line with the company’s overall objectives and targets.
- has a solid understanding of ATI business across Government Sector (Border Management), Airport Transportation Industry, Maritime, Railways etc. for KSA.
- Has strong existing C-Level relationships in key T&T markets across KSA.
- Representing and promote the company at various community and/or business meetings.
- Supervising the preparation, issuance, and delivery of sales materials, presentations etc
- Adhere to all company policies, procedures and business ethic codes.
- Communicate effectively with stakeholders to ensure solutions meet their needs and align with evolving technologies.
- Ensure adherence to coding guidelines, technical processes, and best practices.
- Participate in requirements analysis and design sessions, driving the development of new application features.
Qualifications
Experience:
- Minimum 10 years of experience in sales function, preferably within ATI or IT sector.
- Experience in building client relationships at Senior Executive and Senior Manager level and achieving revenue growth of the client portfolio.
- Achieving or exceeding sales targets.
- Managing sales in large and complex deals including financial structuring negotiations and closing.
- Proven successful experience in business development pipeline management in large turnover environment.
- Experience in facilitating and driving account development plans.
- Positive customer service experience
- Attention to detail: Detail-Focused, Check, Being Precise (Able to 'zoom in' to detail quickly and accurately / Checks information and picks up inconsistencies and mistakes / Can make detailed comparisons between similar sources).
- Interpersonal Skills: Personable, Relate, Relating to People (Socially capable - interacts confidently and reads the situation, empathetic and can evaluate likely reactions, Collaborates effectively).
- Initiative: Initiative, Initiate, Taking Initiative (Identifies ways to improve processes and situations / Takes responsibility for improvements or solving problems / Sets and maintains standards).
- Adaptability & Flexibility - Adaptable and flexible to accept all reasonable assignments.
- Self-Management - Proactively build a performance portfolio by gathering stakeholder feedback from the client and providing that to your Managing Consultant,
- Contribution to the Company - Positive contribution to the company over and above your day-to-day role activities as measured by reasonable attendance at company meetings and functions and involvement with internal projects and initiatives.
- Oral & Written Communication: Communicative, Connect, Communication (Uses grammar, vocabulary, and style to describe situations, ideas and instructions / Structures communication logically / Listens, responds to prompts and is able to summarize).
- Task Completion: Reliable, Complete, Completing Tasks (Responds effectively to clear direction, follows set procedures / Solves immediate problems, escalating where appropriate / Sees individual tasks through to completion).
What We Offer
We're all about diversity. 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. Find out what it's like to join our team and take a step closer to your best life ever.
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Flex Week: Work from home up to 2 days/week (depending on your team's needs)
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Flex Day: Make your workday suit your life and plans.
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Flex-Location: Take up to 30 days a year to work from any location in the world.
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Employee Wellbeing: We have got you covered with our Employee Assistance Program (EAP), for you and your dependents 24/7, 365 days/year. We also offer Champion Health - a personalized platform that supports a range of wellbeing needs.
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Professional Development: Level up your skills with our training platforms, including LinkedIn Learning!
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Competitive Benefits: Competitive benefits that make sense with both your local market and employment status.
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.
