Business Development Senior Manager- ITO

Overview:

WELCOME TO SITA

We'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 & TEAM

The Business Development Senior Manager with focus on ITO (Information Technology Outsourcing) is accountable for engaging with Sales across their assigned Territory or Market Segment to achieve retention revenue new business growth and client satisfaction goals within the designated territory and accounts for all SITA Business Lines and 3rd Party IT Provider. They bring ATI and technology subject matter expertise and business acumen to our customers' business processes. With Sales Reps they engage in a consultative selling approach throughout the course of a deal, building customers' and sales reps' awareness of offerings and helping reps improve their confidence and capabilities. You will serve as the key interface between our organization, external service providers, and senior customer stakeholders, ensuring that outsourcing initiatives deliver maximum value, efficiency, and operational excellence.

SITA Business Lines: Communications & Infrastructure; Baggage Management; Airport Operations; Passenger Operations; Border Management; Aircraft / Flight Operations, Data & Aircraft-Communication; Airport Interior Design & Build Solutions; Cargo Operations & Commercial Management.

WHAT WILL YOU DO
KEY RESPONSIBILITIES

• Business growth: Work with Sales Reps to achieve profitable sales growth. 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.
• Lead the strategy, planning, and support during execution of major IT outsourcing initiatives
• Manage the full sourcing lifecycle, including requirements definition, vendor evaluation, contract negotiations, SLAs, OLAs, and performance frameworks
• Support transition and transformation programs from in-house to outsourced models
• Develop and implement governance structures, performance management, and continuous improvement processes
• Ensure delivery excellence, service quality, and adherence to contractual commitments
• Act as a trusted advisor to senior stakeholders, presenting risks, opportunities, and recommendations
• Facilitate decision-making workshops, steering committees, and stakeholder briefings
• Support financial modeling, cost analysis, and business case development
• Drive standardized processes (ITO practice) across service domains such as infrastructure, applications, networks, and service desks

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Qualifications:

EXPERIENCE

• 7+ years of experience in large-scale IT outsourcing, managed services, or global service delivery
• Deep understanding of ITO models, multi-sourcing strategies, and vendor ecosystems Proven participation in large RFP/RFI processes and outsourcing contract design
• Proven experience in leading transition/transformation programs in complex enterprise environments
• Excellent communication, negotiation, and relationship management skills
• Demonstrated ability to navigate and manage large stakeholder environments, including C-level executives
• Track record of building and implementing business development plans incl. assessing analyzing tracking & consolidating market data

KNOWLEDGE & SKILLS
PROFESSION COMPETENCIES

• Articulating key messages
• Business case planning
• Collaborative
• Competitive Capability
• Configuration/pricing/quoting systems
• Consultative Selling
• Demand creation/prospecting
• Desire for continuous improvement
• Disciplined
• Entrepreneurial mindset
• Ethics and Integrity
• Goal oriented Result oriented
• High energy
• Interpersonal skills
• Manage Time
• Marketing automation
• Negotiation
• Networking
• Opportunity management
• Pipeline/forecast management
• Presentation skills
• Problem Solving
• Proposal/RFP systems
• Sales Process Knowledge
• Self-motivated
• Social media experience
• Web conferencing/telepresence
• Writing skills

CORE COMPETENCIES

• Adhering to Principles & Values
• Communication
• Creating & Innovating
• Customer Focus
• Developing Talent
• Impact & Influence
• Leading Execution
• Managing Performance
• Results Orientation
• Strategic & Commercial Thinking
• Teamwork
• Visionary Thinking & Leading Change

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: 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.

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