Business Development Manager (ATC)

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.

Youll find us in 95% of international airports working closely with over 2500 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 dont just move the world forward-were proud to be recognized as a Great Place to Work by 79% of 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.

You will be responsible and accountable for promoting SITA For Aircrafts products and solutions to drive growth with existing customers and reach new customers in the Air Traffic Management (ATM) domain and Air Navigation Service Providers market (ANSP). You will lead growth initiatives tasked to lead proposal development response to RFPs contract negotiations and bid management for ATM/ANSP related projects. This role is pivotal in identifying new business opportunities building strategic partnerships and driving revenue growth across global markets.

• Generate and maintain a pipeline of qualified active ATC/ATM opportunities and manage them to close to deliver yearly business growth.
• Bring ATC/ATM subject matter experience. Develop and execute business development strategies for ATM/ANSP domains.
• Maintain strong knowledge of EUROCAE EASA ARINC ICAO and IATA standards in the ATM and ANSP domain.
• Working with all relevant stakeholders to develop the solution target-market the value proposition and the differentiators.
• Lead or support negotiations executive briefings and customer governance forums.
• Acting as an authority to advise customers on the best match between SITA For Aircraft solutions and business requirements.
• Conduct consultative selling to prospect customers and existing customers for account development (mix of hunting/farming roles).
• Identifying customer needs/drivers and providing feedback to SITA For Aircraft Product Teams about solution requirements issues and challenges to drive the market
• Managing and maintaining excellent business relationships with local partners in assigned region.
• Represent the company at industry events conferences and regulatory forums.
• Monitor market trends competitor activities and emerging technologies in CNS/ATM systems.
• Travel regularly to meet customers support commercial activities and attend industry events primarily across Europe (including CIS countries) and up to 40% of the time.

• 5 years relevant industry and/or market segment experience.
• Expertise in business development sales contract negotiation.
• Experience in dealing or selling to ANSPs in Europe such as DSNA ENAIRE NATS DFS PANSA Eurocontrol Skyguide etc.
• Proven experience working in complex multi-cultural and highly-matrixed organizations.
• Experience of interfacing directly with senior levels of management internally and externally.
• Proven experience in a management role or customer-facing position and establishing customer relationships.
• Airline or ANSP operations and applications product / solution knowledge.
• Familiarity with CNS/ATM systems communication (e.g. VHF datalink ATN Pre-FANS FANS DL-FEP).
• Strong consultative-selling approach.
• Commercially minded driven by results.
• Team player.
• Excellent negotiation communication and stakeholder management skills.
• Knowledge of bid and project management.

• Pre-FANS FANS ATN/VDLm2 DL-FEP ProATN and broader datalink concepts.
• Experience liaising with Air Navigation Service Providers.
• Experience liaising with community-wide entities such as Eurocontrol.
• Experience liaising with Civil Aviation Authorities.
• Structured mindset and structured approach to work.
• Experience in building and owning account P&L is preferred.

• Bachelors degree in aeronautical engineering
• Masters in aviation management/MBA preferred

Were all about diversity. We operate in 200 countries and speak 60 different languages and cultures. Were 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 its 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 teams 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: At SITA we believe growth fuels innovation. Our learning ecosystem offers access to world-class platforms and programs designed to help you thrive. From LinkedIn Learning Microsofts Enterprise Skills Initiative and Airport Council International -available to all employees-to specialized solutions like Pluralsight for technology upskilling Harvard Business Publishing for people leadership Stanford for strategic development and many others we align learning opportunities with your Development Plan and our business priorities. Your development journey is supported every step of the way.

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 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.