Business Development 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. 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 Purpose The Business Development Manager is responsible for driving profitable business growth through a balanced combination of Business Development and Sales activities within the assigned territory, market segment, and/or customer accounts. The role is responsible for identifying, creating, developing, and converting new business opportunities across the following Business Lines: Communications and Data Exchange, Baggage Management, Airport Operations, and Passenger Processing . The Business Development Manager combines strong industry, ATI, technology, and business expertise with a customer-centric sales approach to create demand, develop qualified opportunities, build executive relationships, and drive opportunities through the sales cycle to successful closure . Working closely with Sales Representatives and other internal stakeholders, the Business Development Manager acts as both a business growth driver and an active sales partner , bringing consultative selling, solution positioning, competitive insight, and commercial understanding to customer engagements. KEY RESPONSILIBITIES Business Development & Market Growth Develop and execute business development strategies to achieve profitable revenue growth within the assigned territory and customer accounts. Identify and generate new business opportunities through prospecting, market development, upselling, cross-selling, account expansion, and the identification of new buying centres . Build and maintain a strong pipeline of qualified opportunities across the assigned Business Lines, ensuring alignment between customer needs, market potential, and SITA capabilities. Lead targeted and measurable demand-generation activities, including customer engagements, executive briefings, webinars, events, workshops, and other market outreach initiatives. Build trusted relationships with executive buyers, decision-makers, influencers, and other key stakeholders within existing and prospective customer accounts. Identify emerging customer needs, market trends, competitive developments, and new opportunities that can translate into business growth. Develop customer insights and feedback that can influence product development, solution evolution, and future product roadmaps. Sales & Opportunity Management Jointly own and drive the sales process with Sales Representatives , from initial opportunity identification and qualification through proposal, negotiation, and closure. Take an active role in qualifying opportunities, understanding customer business challenges, developing value propositions, and defining winning sales strategies . Develop and execute opportunity-specific sales strategies and account plans to maximize the probability of winning business. Progress qualified opportunities through the sales cycle, maintaining clear next steps, customer commitments, decision criteria, timelines, and close plans . Lead customer discussions and presentations where appropriate, demonstrating the business value of SITA solutions and translating customer needs into compelling solution propositions. Develop and communicate solution positioning, value propositions, competitive differentiation, and commercial arguments to support successful sales outcomes. Provide pricing input, competitive positioning, and commercial recommendations to strengthen the sales strategy and improve win probability. Proactively identify obstacles, risks, and competitive threats within opportunities and recommend actions to advance and close deals . Support negotiations and commercial discussions by providing market, solution, value, and competitive insight. Maintain accurate opportunity, account, pipeline, and forecast information in Salesforce in collaboration with Sales, ensuring high-quality pipeline visibility and sales forecasting . Contribute to and, where appropriate, lead RFI/RFP responses, proposals, bids, and customer presentations , ensuring the proposed solution addresses customer requirements and provides a compelling business case. Guide bid teams during proposal development and ensure that the appropriate solution, value proposition, differentiation, and customer outcomes are reflected in proposals. Equip Sales with current solution collateral, customer insights, value statements, competitive intelligence, and sales tactics to improve conversion and win rates . Demonstrate strong knowledge of competitors, including their products, strengths, weaknesses, market positioning, and pricing strategies, and use this knowledge to develop effective competitive sales strategies . Customer & Internal Collaboration Partner closely with Sales Representatives, Product Marketing, Product Management, Solution teams, and other stakeholders to develop and execute end-to-end customer and sales strategies . Capture and share customer feedback, business requirements, and market intelligence to help influence product development and roadmap priorities. Collaborate with Product Marketing to develop and communicate customer case studies, success stories, and business-value propositions that demonstrate the impact of SITA solutions. Continuously build expertise in the aviation industry, customer business models, SITA solutions, and competitive landscape to strengthen both business development and sales effectiveness . Success in the Role Success in this role will be measured not only by the creation of new opportunities, but also by the ability to convert opportunities into profitable sales . Key outcomes include: Growth in qualified pipeline and new business opportunities. Expansion of existing customer accounts through upsell and cross-sell. Successful penetration of new customers and buying centres. Improved opportunity progression and conversion. Strong sales pipeline quality and forecast accuracy. Increased win rates against competitors. Successful closure of strategic opportunities. Growth in revenue and profitability within the assigned territory/customer portfolio. Strong executive-level customer relationships and customer satisfaction. Qualifications EXPERIENCE 5+ years proven success in generating revenue growth in a sales and/or business development role 3+ years relevant industry and/or market segment experience 3+ years relevant product experience preferred Tele prospecting background preferred* Previous marketing experience desirable Track record of achieving/exceeding sales targets Track record of building client relationship at Senior Management level Track record of building and implementing business development plans incl. assessing analyzing tracking & consolidating market data CORE COMPETENCIES Adhering to Principles & Values Communication Creating & Innovating Customer Focus Impact & Influence Leading Execution Results Orientation Teamwork EDUCATION & QUALIFICATIONS 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. Starting Compensation Starting Compensation IDR Rp35,000,000.00/Mo. Compensation Note Hidden (-999)