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SITA · 1 hour ago

Borders Business Development Manager

Atlanta, GA

Full-time

Hybrid

Mid, Senior Level

$100K/yr - $120K/yr

5+ years exp

SITA is a leader in technology and communication innovations for the global air travel industry. The Borders Business Development Manager will drive business growth and transformation within SITA AT BORDERS, focusing on developing market strategies and maintaining strong relationships with government agencies to enhance border management solutions.

AerospaceAir TransportationInformation TechnologyTelecommunicationsTransportation

No H1B

U.S. Citizen Only

Responsibilities

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

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

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

Gather market/customer 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

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 were implemented and the value SITA brought to the customer making travel easy, seamless and secure

Qualification

Business developmentGovernment contracting knowledgeStakeholder engagementCustomer intelligence managementBorder management knowledgeLead generationConsultative sellingProposal developmentContract negotiationCustomer needs identificationIndustry stakeholder knowledge

Required

Minimum of 5 years' experience in consultative selling, business development and managing large complex deal, with a strong focus on government contracting and working with DHS, CBP, or other relevant agencies

Strong understanding of government procurement processes, including federal contracting

Familiarity with specific government programs, such as SBIR, DHS grants, and other government funding opportunities

Experience working with or directly with government agencies, such as DHS, CBP, TSA, ICE, or similar federal and state entities

Proven ability to engage with high-level stakeholders, including executives and decision-makers within government organizations

Ability to identify and pursue business opportunities in the public sector, specifically within national security, law enforcement, and immigration enforcement sectors

Experience managing the full lifecycle of business development activities from lead generation to proposal development and contract negotiation

Proven experience in customer research & customer intelligence management to better understand customer needs, motivations and preferences to help business to make informed decisions and improves customer experience

Solid experience in carrying out customer needs identification process to understand and determine the specific requirements and desires of our customers in order to deliver products or services that meet their expectations

Preferred

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

Benefits

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’ve got you covered with our Employee Assistance Program (EAP), for you and your dependents 24/7, 365 days/year.

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.

Company

SITA

Glassdoor3.8

SITA is an IT company that provides information technology and telecommunication services to the air transport industry. It is a sub-organization of SITA.

Founded in 1949

Cointrin, Geneve, CHE

5001-10000 employees