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.
PURPOSE
Senior Account Manager is accountable for driving the profitable growth by identifying, pursuing, and closing business opportunities for the large accounts assigned to them. They are the ultimate owner of the customer relationship, by becoming the trusted advisor to the client. They select and lead a (virtual) team assigned to support the account.
Key Responsibilities
- Drive all sales activities as per short- and long-term objectives; formulate strategic direction for the growth of the account.
- Own and manage the assigned large customer 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 the Business Development team and Marketing for demand generation; ensuring qualified marketing leads are converted to sales accepted leads for pipeline growth; ensure sales forecasts are accurate and up to date.
- Ensure 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.
- Drive two-way communication; engage the customer by deliberately linking their business priorities to SITA's value proposition.
- Leverage individual value drivers; understand and influence wide range of customer stakeholders; facilitate conversation between stakeholders; proactively manage purchase decisions to shorten sales cycle.
- 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.
- Obtain required business approvals, including presentation at Internal business case approval.
- Maintain clear visibility of the status of all commercial, delivery and operational aspects of the account, and drive the resolution of issues through the relevant process owners.
- 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.
Qualifications
EXPERIENCE
- 7+ years' experience in sales function; preferably within ATI or IT sector with exposure to Telecommunications Managed services.
- Experience in building client relationships at Senior Executive and Senior Manager level
- Experience in Commercial and Contract Management of a large account (annual revenue >5M USD).
- Leading extended teams of sales, pre-sales, delivery, operations, contract and commercial management
Knowledge & Skills
- Achieving revenue growth of the client portfolio
- Achieving or exceeding sales targets
PROFESSION COMPETENCIES
- 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.
CORE COMPETENCIES
- Experience in facilitating and driving account development plans.
- Positive customer service experience.
Education & Qualifications
- Academic qualifications or equivalent business professional experience
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.
