Business Development Senior Manager

Overview

WELCOME TO SITA. At SITA, we keep airports moving, airlines flying smoothly, and borders open. Our technology and communication innovations power the success of the global air travel industry. We are a trusted partner in 95% of international airports, serving over 2,500 transportation and government clients. We strive to deliver fresh solutions and cutting-edge tech to keep operations running smoothly, and are recognized as a Great Place to Work. We aim to empower, support, and inspire our people to grow. About The Role & Team : Faced with evolving security threats and increasing health considerations, governments invest in digital ways to protect borders while improving efficiency. Governments seek safe, seamless travel experiences to boost trade and tourism. The border of the future will be seamless and secure, with digital, integrated operations and proactive decisions. SITA’s Border Management business (SITA AT BORDERS) leads in border management solutions, working with over 70 countries. What You’ll Do

Business growth : Collaborate with Borders Product Manager and local / regional sales & business development teams to develop a go-to-market strategy and achieve profitable growth for assigned products / solutions. Generate new leads and identify opportunities within Borders accounts globally. Pipeline management : Develop and maintain a healthy pipeline of qualified, active opportunities and coordinate with Product and local / regional teams to execute the sales plan. Market engagement : Maintain strong industry relationships, stay current with market trends and technologies in border management, and connect with government influencers, decision-makers, business partners, and industry associations. Customer engagement : Drive early customer engagement, lead workshops, participate in industry events, represent SITA as a speaker, and collaborate on developing complex border solutions to meet customer needs. Strategy and deal planning : Lead collaboration to increase qualified opportunities through customer interactions, contribute to pricing, competitive positioning, and selling strategies. Sales process alignment : Ensure accurate opportunity information in Salesforce and report on forecast / pipeline in alignment with annual sales plans. Competitive intelligence : Gather market intelligence, share with product and sales teams, and contribute to the Borders Monthly Newsletter. Customer success storytelling : Work with marketing and product teams to develop customer case studies illustrating value delivered by SITA’s border management solutions. About Your Skills

Minimum of 7 years’ experience in consultative selling, business development, and managing large, complex deals. Strong understanding of Border Control solutions, including Traveler Data products (APIs, PNR, Departure Control System, Travel Declarations, and Data Quality) for air, land, and maritime sectors. Knowledge of Border Management concepts such as seamless traveler journeys, digital pre-clearance, integrated borders, identity management, and risk assessment. Experience with end-to-end passenger journey solutions related to border crossing (eVisa / ETA, biometrics, API, PNR, border control systems, gates / kiosks, risk assessment and watchlists). Familiarity with industry stakeholders (ICAO, IATA, United Nations) is preferred. What We Offer

Diversity and global presence : Operations in 200 countries with 60 languages and cultures; flexible work arrangements including remote options. Flex Week : Work from home up to 2 days / week (depending on team needs). Flex Day : Flexible workday options to fit your life. Flex-Location : Up to 30 days / year to work from any location. Employee Wellbeing : Employee Assistance Program (EAP) for you and dependents; Champion Health platform for wellbeing needs. Professional Development : Access to training platforms including LinkedIn Learning. Competitive Benefits : Market-appropriate benefits based on location and employment status. Equal Opportunity Employer : We value a diverse workforce and encourage applicants to self-identify in the application process per our Employment Equity Program. IsExpired : false

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