What are the responsibilities and job description for the Sales Account Manager position at SITA?
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.
You'll find us in 95% of international airports, working closely with over 2,500 transportation and government clients. Each partnership brings unique challenges, and we thrive on delivering fresh solutions and cutting-edge tech to keep operations running like clockwork. We don't just move the world forward-we're proud to be recognized as a Great Place to Work by our employees and certified in most of our growing locations. Here, we feel empowered, supported, and inspired to grow.
Are you ready to love your job?
The adventure begins right here, with you, at SITA.
ABOUT THE ROLE & TEAM
As a Sales Account Manager you will have the exciting opportunity to drive the growth and shape the future across your regional territory. You will be responsible for existing customer relationships within your territory, while seeking opportunities to increase our customer's value from SITA's portfolio of products and services and acquire new, and retain existing customers.
The ideal candidate will have a business development or consulting background, experience working with customers at the CxO/VP level, with a good understanding of legacy and emerging industry solutions. You should have a demonstrated ability to think strategically and analytically about business, product, and technical challenges, with the ability to build and convey compelling value propositions and work cross-organizationally to build consensus. A keen sense of ownership, drive and a growth mindset are a must.
You should be a self-starter who is prepared to develop and execute against a territory plan and consistently deliver on performance targets.
WHAT YOU WILL DO
- Define and execute on a strategic territory and account development plans and ensure that it aligns with the SITA strategic direction, in partnership with key internal stakeholders (e.g., sales, business development, product, marketing, SGS, legal, professional services & systems integration, etc.).
- Managing key accounts throughout an assigned territory covering multi sectors.
- Achieving and exceeding sales targets while meeting customer satisfaction indicators.
- Responsible for business development and profitable growth within the assigned territory.
- Understand and be adept at using salesforce.com together with other data and analytics tools or systems.
- Prospecting and building a large network within the assigned territory with a focus on providing sub-contracting and partnering opportunities.
- Maintaining an optimal mix of product and services sold to customers in line with SITA business plan.
- Manage complex contract negotiations and liaison with legal teams.
- Managing expenses against budget.
- Debrief win/loss results share competitive insight.
- Represent SITA at various trade shows, conferences, and other industry events.
- Support cash collection related activities by taking lead or resolving commercial issues that may cause non-payment.
Qualifications
WHO YOU ARE
- 7 years of sales, business development, consulting, product management, project management or customer solutions development with experience in or selling to customers in the travel industry.
- 7 years of relevant domain knowledge of systems and applications and technology provider landscape in the air transport industry with ability to go deep enough on relevant technologies key to the industry.
- Experience in sales forecast accuracy to predict your sales performance.
- The right person will be analytical and data-driven, and demonstrate balanced strategy and planning, and execution skills.
- Experience in cross-functional roles, demonstrated ability to manage effectively across matrix organizations and lead through influence.
- Customer service experience when dealing with accounts.
- Experience in facilitating, participating, and driving account development plans.
- Experience in building client relationship at CXOs and/or Senior Management level.
- Excellent understanding of financial management
- Strong understanding of contract structure and legal implications
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.
Flex Week: Work from home up to 2 days/week (depending on your team's needs)
Flex Day: Make your workday suit your life and plans.
Flex-Location: Take up to 30 days a year to work from any location in the world.
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.
Professional Development: Level up your skills with our training platforms, including LinkedIn Learning!
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.
SITA does not discriminate based on age, race, color, creed, religion, national origin, sex, sexual orientation, gender identity, disability, marital status, age, protected Veteran status, or any other characteristic protected by state or federal law.