Overview
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Network & Security Business Development Senior Manager
The Network & Security Business Development Senior Manager is accountable for engaging with SITA Sales and Pre-Sales teams across their assigned Territory or Market Segment to achieve New Business growth and client satisfaction goals within the designated territory and accounts for the SITA Communications & Data Exchange (C&DE) Business Unit. They bring ATI and Network & Security subject matter expertise and business acumen to our customer’s business processes. With SITA Sales and Pre-Sales teams 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.
At SITA, we achieve more, together. Are you ready to join us?
What you will do
- Business growth: Collaborate with SITA Sales Representatives to achieve profitable sales growth in the assigned Network & Security business line. Generate new leads and opportunities within assigned existing customer accounts via upselling and cross-selling, specifically focusing on new opportunities within the realm of network and security solutions. Manage a pipeline of qualified active opportunities and drive them to close, ensuring a strategic fit between the opportunity and SITA's network and security capabilities.
- Executive relationships: Increase the number and quality of interactions with key customer and industry personnel, especially executive buyers in businesses needing network and security solutions, and build trusted relationships across market segments, customer accounts, and vertical business areas.
- Demand creation activities: Execute highly targeted and measurable demand-creation activities for a set of Network & Security products within SITA Business Areas, directly aligned with the attainment of specific objectives. Raise prospect awareness and consideration through presentations, webinars, and other outreach events highlighting the value of SITA's network and security solutions.
- Drive prospecting efforts: Engage with SITA Sales and Pre-sales teams in high-profile customer meetings to build a robust pipeline in customer opportunity reviews and workshops. Assist sales engineers with developing complex network and security solutions to meet buyer needs.
- Pipeline acceleration and deal strategy: With SITA Sales and Pre-sales teams, increase the number and value of qualified sales opportunities for the Network business line. Suggest tactics, pricing, competitive positioning, and strategies for sales reps to incorporate into their selling strategies. Accurately capture and report all aspects of account and opportunity information within a sales force automation (SFA) application and accurately report on forecast/pipeline.
- Proposal development and response: Assist SITA Sales and Pre-sales teams with active opportunities, ensuring that the appropriate Network & Security product or business solution is included in sales proposals. Respond to requests for information and requests for proposals in relation to network and security offerings.
- Competitive intelligence: Equip SITA Sales and Pre-sales teams with knowledge, messaging, and suggested tactics to win against competitors in the Network & Security space. Display comprehensive knowledge of competitors' products, strategies, and pricing. Share frequently asked questions, competitive intelligence, and commonly used content using SITA's communication and collaboration tools.
- Objection response: Capture common buyer objections to Network & Security solutions and outline ideal responses to frequently asked customer questions. Provide assistance on specific nuances of product features or customer experiences within the network and security realm.
- Customer success stories: Collaborate with SITA & C&DE marketing, C&DE product management, and/or sales enablement to develop and communicate customer case studies showcasing the successful implementation of SITA's network and security solutions and the commercial value delivered to the customer.
- Sales playbooks: Develop network and security solution playbooks in conjunction with marketing and sales enablement. These playbooks should provide current, relevant, and customized content for sales reps, with value propositions, case studies, or ROI examples tailored to prospects' needs, improving the relevance and quality of interactions during each phase of the sales cycle.
Qualifications
- Minimum 7 years of proven success in generating revenue growth in a sales and/or business development role.
- Minimum 5 years of relevant industry and/or market segment experience.
- Minimum years relevant product experience Tele prospecting background preferred.
- Previous marketing experience is desirable.
- Track record of achieving/exceeding sales targets.
- Track record of building client relationships at the Senior Management level.
- Track record of building and implementing business development plans including assessing analyzing tracking & consolidating market data.
- Networking: In-depth knowledge of SD-WAN architecture, including various deployment models, routing protocols, and traffic management techniques
- Cloud Computing: Advanced knowledge of cloud computing technologies, including public, private, and hybrid clouds, and cloud service models (IaaS, PaaS, SaaS).
- SASE: In-depth knowledge of Secure Access Service Edge (SASE) architecture, including network security, cloud-based security services, and zero trust network access.
- Network Security: In-depth knowledge of network security principles and technologies, including firewalls, VPNs, intrusion detection and prevention, and endpoint security.
- WAN Optimization: Knowledge of network security technologies, such as firewalls, intrusion prevention systems (IPS), and virtual private networks (VPN).
- Business Strategy: Understanding of business strategy and its impact on network and security solutions.
- Sales: Ability to develop and close sales deals related to network and security solutions.
- Marketing: Ability to develop marketing campaigns for network and security solutions.
- Customer Service: Ability to provide excellent customer service for network and security solutions.
- Verbal communication: Ability to communicate effectively with customers and colleagues about Network, SD-WAN & SASE solutions.
- Written communication: Ability to write clear and concise emails, proposals, and reports about Network, SD-WAN & SASE solutions.
- Presentation skills: Ability to deliver engaging and persuasive presentations about Network, SD-WAN & SASE solutions.
- Problem-solving: Ability to analyze complex problems and design solutions to meet customer needs
- Collaboration: Ability to work effectively in a team environment with other architects, engineers, and project managers
- Time management: Ability to manage time effectively to meet project deadlines.
- Negotiation: Ability to negotiate deals and contracts related to Network, SD-WAN & SASE solutions.
- Relationship Building: Ability to build and maintain relationships with customers and partners related to Network, SD-WAN & SASE solutions.
What we offer
SITA’s workplace is all about diversity: many different countries and cultures are represented in our workforce, and colleagues who’ve been working here for decades collaborate with those just out of college and early in their careers. SITA is a place of change and constant improvement, where we're always pushing ourselves to find better ways of doing things: smarter, quicker, easier, for us and our customers and for their customers too.
And we offer all the good stuff you’d expect like holidays, bonus, flexible benefits, medical policy, pension plan and access to world-class learning.
Welcome to SITA
SITA is the world’s leading specialist in air transport communications and information technology. We don’t just connect the global aviation industry. We apply decades of experience and expertise to address almost every core business, operational, baggage, and passenger process in air transport.
We design, build, and support technology solutions all with one vision to create easy air travel every step of the way. As an organization, we cover 95% of all international air travel destinations and work with over 2,800 air transport and government customers in every corner of the globe. Are you ready to explore the opportunities?
In case of issues with uploading your CV or accessing the application system, please contact us @ careers@sita.aero
