Business Development Senior Manager

Job title: Business Development Senior Manager

Company: SITA


Job description: Job Description:OverviewWELCOME TO SITAWe’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.ABOUT THE ROLE & TEAMFaced with ever-growing security threats from terrorism and international crime, together with the escalated focus on pandemics and health risks, governments are investing in new digital ways of working to protect their borders whilst improving operational efficiency.At the same time, governments are looking at how they can open up their borders in a safe way to improve national prosperity by promoting trade and tourism into their country. Travelers are demanding a safe and seamless travel experience and we need to find new ways to enable the easy movement of goods worldwide.The border of the future will be seamless yet secure. It will be a highly effective and agile, digital and integrated border with decisions made well in advance of the border. SITA’s Border Management business, SITA AT BORDERS, is a market leader in Border Management solutions, working with over 70 countries worldwide, with in-depth knowledge and expertise of both border operations and the international travel.WHAT YOU’LL DO

• Business growth: Work with Borders Product manager and local/ regional sales & business development team to develop a successful go to market strategy and achieve profitable business growth in the assigned products/ solutions. Generate new leads and identify opportunities within assigned products/ Solutions for new and existing Borders accounts globally.
• Develop and maintain a healthy pipeline of qualified, active opportunities and manage them closely with the Product and local/ regional sales & business development team to ensure the growth sales plan is executed as per the set strategy.
• Market making, shaping, and relationships: maintain strong industry interaction, stay up to date with the latest market trends & technologies related to border management and focus on keeping close customer intimacy connecting with government influencers, decision-makers, business partners, and border management industry associations.
• Drive early customer engagement and prospecting efforts with local/ regional sales & business development team to build a strong pipeline, contribute to customer opportunity reviews, lead workshops, participate in an industry event, represent SITA as a speaker and be a team player in developing complex borders solutions to meet customer needs.
• Pipeline qualification and set deal strategy: Lead the collaboration with the local/ regional sales & business development team to increase in the number and value of qualified Borders opportunities through strong customer interactions, suggest tactics, pricing, competitive positioning, and ideas to incorporate into the selling strategies.
• Work with the local/ regional sales & business development team to stay focused on annual sales plans, active opportunities from creation to close. Make sure the local/ regional Sales & business development team can always keep accurate information and report all aspects of account and opportunity information within a Sales Force automation, to accurately report on forecast/pipeline.
• Competitive intelligence: Gather market intelligence and share the knowledge with related product, the local/ regional sales & business development team and leverage SITA existing communications and collaboration platform/ tools to spread the know-how. Contribute to Borders Monthly Newsletter.
• Customer success stories: In collaboration with marketing, product management and the local/ regional sales & business development team, develop and communicate customer case studies or other success stories by showing where and how SITA’s Border management solutions was implemented and the value SITA brought to the customer making travel easy, seamless and secure.

ABOUT YOUR SKILLS

• Minimum of 7 years’ experience in consultative selling, business development and managing large complex deal.

• Good Understanding of Border Control solutions, in particular Traveler Data products/ solutions including Advance Passenger Information (API), Interactive API, Passenger Name Record (PNR), Departure Control System (DCS), Travel Declarations and Data Quality for air, land and maritime.

• Good understanding of Border Management, seamless traveler journey, digital pre-clearance, borders dynamics, integrated borders, identity management, advance risk assessment are desired.

• Good understanding of end-to-end passenger journey and solutions related to border crossing, Travel Authorization (eVisa, ETA), Biometrics (fingerprints, face, iris), API, PNR, iAPI, Border Control (front/end/ backend), ABC Gates/ Kiosks, Risk assessment engines, watchlists systems, name matching and biometrics matching engines.

• Knowledge of industry stakeholder’s role such as ICAO, IATA, United Nations

WHAT WE OFFERWe’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.

Expected salary:

Location: Kuala Lumpur

Job date: Thu, 17 Jul 2025 06:13:53 GMT

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