Business Development Manager (Experienced in Networking and Cybersecurity Domain)

WELCOME TO SITA

ABOUT THE ROLE & TEAM

WHAT YOU’LL DO

• Business growth. Work with Sales Reps to achieve profitable sales growth in the assigned Business Lines. Generate new leads and opportunities within assigned existing customer accounts via upsell and cross-sell including the identification of opportunities in new buying centers. Maintain a pipeline of qualified active opportunities and manage them to close. Ensure there is a strategic fit between the opportunity and SITA capabilities.
• Executive relationships. Increase the number and frequency of interactions with key customer and industry personnel especially executive buyers business partners and industry associations. Build trusted relationships with executive buyers across market segments customer accounts and vertical business areas.
• Highly targeted and measurable demand creation activities for a set of products within SITA Business Areas/Lines directly aligned with the attainment of specific objectives in a vertical segment or a geography. Work to raise prospect awareness and consideration through presentations webinars and other outreach events.
• Drive prospecting efforts with Sales Reps. Engage with Sales Reps in high & early customer meetings to build pipeline in customer opportunity reviews and workshops and assist sales engineers with developing complex solutions to meet buyer needs.
• Pipeline acceleration and deal strategy. With Sales Reps drive the increase in the number and value of qualified sales opportunities for the assigned Business Area/Lines. With a view across multiple prospect interactions suggest tactics pricing competitive positioning and ideas for sales reps to incorporate into their selling strategies. Maintain a pipeline of qualified active opportunities and manage them to close. Accurately capture and report all aspects of account and opportunity information within a sales force automation application. Accurately report on forecast/pipeline.

• Execute Go to Market BU product plan, driving cross-functional collaboration across sales, product, and delivery teams
• Present and promote SITA’s product portfolio to customers and partners
• Facilitate workshops and meetings to gather customer insights and feedback
• Support pre-sales activities including RFP responses and solution positioning
• Work with other units of SITA as needed to create an effective solution for the client
• Contribute to strategic account planning and long-term customer engagement
• Collaborate with account managers and product teams to shape solution strategy aligned with BU goals, customer needs and market trends.
• Ensure customer needs are translated into actionable product requirements

ABOUT YOUR SKILLS

• 7+ years proven success in generating revenue growth in a sales and/or business development role
• 5+ years relevant industry and/or market segment experience
• 5+ 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

• Experience in Telco/Technology specialized sales and commercial strategy development and execution
• Proven sales track record in the technology sector and be confident discussing Telco/Technology portfolio.
• Strong technical aptitude and ability to keep it simple.
• Strong communication and storytelling skills to influence stakeholders and customers
• Proven ability to collaborate across functions and lead cross-functional initiatives to achieve customer satisfaction and revenue growth
• Demonstrated ownership and adaptability in dynamic environments
• Ability to foster open communication and build trust with clients
• Commercial acumen and understanding of sales processes
• Demonstrated ability to apply Constructive Communication by shaping solution narratives that secured multimillion-dollar deals

WHAT WE OFFER