Senior Manager - Sales & Business Development

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.

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 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.

PURPOSE

The Senior Manager, Sales & Business Development is responsible for driving profitable growth across the Indonesia through a balanced combination of strategic business development, market creation and disciplined sales execution. The role identifies and shapes new opportunities, expands existing accounts, develops new buying centres and converts customer transformation priorities into commercially viable solutions across Communications & Data Exchange, Baggage Management, Airport Operations and Passenger Processing. Working closely with Sales and cross-functional teams, the role engages senior customer stakeholders early, builds differentiated value propositions and drives qualified opportunities from origination and pre-RFP shaping through proposal, negotiation and closure.

KEY RESPONSILIBITIES

1.Business Development, Market Growth & Opportunity Creation

• Develop and execute territory and account-based growth plans aligned with revenue, bookings and profitability objectives.
• Identify and create opportunities through prospecting, white-space analysis, upsell, cross-sell, new-logo development, adjacent markets and new buying centres.
• Engage customers early to understand transformation agendas, influence requirements and shape opportunities before formal RFP or procurement activity.
• Translate trends in aviation, airport operations, border management, digital travel, AI, data, automation and predictive technologies into relevant commercial propositions.
• Identify growth linked to airport modernisation, capacity expansion, greenfield developments, passenger processing and digital transformation.
• Lead targeted demand-generation activities including executive briefings, workshops, events, webinars and ecosystem engagements.

2. Sales, Pipeline & Opportunity Management

• Jointly own and drive qualified opportunities with Sales Representatives from discovery and qualification through proposal, negotiation and successful closure.
• Build and maintain a high-quality pipeline with clear next steps, customer commitments, decision criteria, timelines and close plans; ensure accurate CRM and forecast visibility.
• Develop opportunity-specific sales strategies, business cases and value propositions linked to measurable customer outcomes and competitive differentiation.
• Lead or support customer presentations, RFI/RFP responses, bids and proposals, ensuring solution fit, commercial value and a compelling win strategy.
• Provide pricing, market and competitive insight; identify risks and obstacles and recommend actions that improve progression, conversion and win probability.
• Participate actively in commercial negotiations and coordinate internal stakeholders to progress strategic opportunities to contract execution.

3. Account Expansion & Strategic Customer Engagement

• Build trusted relationships with C-suite executives, senior decision-makers, influencers and business sponsors across airlines, airports and relevant public-sector stakeholders.
• Understand customer priorities, operational challenges and investment agendas and position SITA as a trusted technology and transformation partner.
• Create account expansion strategies that increase penetration of SITA capabilities across existing customers and strengthen long-term customer value.
• Mobilise the appropriate SITA leadership and subject-matter experts to deepen relationships and advance priority opportunities.

4. Government, Aviation & Ecosystem Development

• Develop relationships with airport authorities, government bodies, regulators and public-sector stakeholders relevant to aviation modernisation, border and digital-travel initiatives.
• Identify public-sector and industry programmes early and translate emerging priorities into qualified opportunities within SITA's addressable market.
• Build productive ecosystems with technology partners, consultants, system integrators and industry stakeholders to create joint propositions and routes to market.
• Develop partner-led opportunities that accelerate market penetration and strengthen SITA's competitive position.

5. Solution Positioning & Competitive Selling

• Maintain strong knowledge of SITA solutions, customer business models, industry developments and the competitive landscape.
• Position solutions across Communications & Data Exchange, Baggage Management, Airport Operations and Passenger Processing around customer outcomes and business value.
• Use competitor intelligence, including relative strengths, weaknesses, positioning and commercial approaches, to develop effective competitive strategies.
• Capture customer insight and market feedback to inform solution evolution, product roadmaps and go-to-market priorities.

6. Cross-Functional Leadership & Internal Orchestration

• Coordinate Sales, Product, Solutions, Engineering, Delivery, Finance, Legal, Procurement and Marketing around priority pursuits and account objectives.
• Guide bid and pursuit teams so that proposals reflect the right solution, differentiation, customer outcomes, commercial logic and win strategy.
• Equip Sales teams with relevant collateral, customer insight, value statements, competitive intelligence and sales tactics to improve conversion.
• Mentor colleagues in opportunity qualification, strategic account planning, executive engagement and value-based selling, while contributing market insight to business planning.

Success Measures

• Growth in qualified pipeline, BD-originated opportunities and new-logo/white-space opportunities.
• Revenue, bookings and profitability delivered from the assigned territory, accounts and strategic pursuits.
• Expansion of existing accounts through upsell, cross-sell and penetration of new buying centres.
• Opportunity progression, conversion and win rates, particularly for complex and strategic opportunities.
• Pipeline quality, CRM discipline and forecast accuracy.
• Value of opportunities influenced or shaped before formal procurement.
• Growth in executive-level customer relationships and strategic stakeholder engagement.
• Value of partner- and ecosystem-led pipeline and contribution to market penetration.
• Quality of market and customer insight contributed to product, go-to-market and investment priorities.

Qualifications

EDUCATION & QUALIFICATIONS

• Significant experience in enterprise technology sales, business development, strategic account management or commercial growth roles, with a track record appropriate to a Senior Manager position.
• Experience in Aviation IT, airport technologies, airline solutions, transportation technology, enterprise SaaS or digital transformation environments.
• Demonstrated success originating, qualifying, shaping and closing complex multimillion-dollar opportunities.
• Proven ability to develop growth strategies, create demand, expand strategic accounts and convert pipeline into profitable business.
• Strong executive presence and ability to engage senior customer, government and public-sector stakeholders.
• Strong commercial judgement, negotiation, stakeholder management, relationship-building and presentation skills.
• Experience working across cross-functional teams in global, matrixed organisations.
• Bachelor's degree required Master's degree/MBA preferred

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: 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, Microsoft's 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 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.

Salary / Compensation Note

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