Account Manager – Airports and Airlines

About the role

SITA, a technology and communications provider for the global air travel industry, is looking for an Account Manager. The role drives profitable growth across a portfolio of airport, airline and immigration and border authority customers, builds trusted relationships, identifies new business and leads the sales process to meet revenue and growth objectives.

Key responsibilities

• Manage and grow airport and airline customer accounts, developing account plans for revenue growth, retention and expansion.
• Build trusted relationships with customers and key decision makers.
• Identify, qualify and close new business, including cross-sell and upsell opportunities.
• Understand customer challenges and align SITA's solutions to their operational and strategic goals.
• Maintain a healthy sales pipeline and provide accurate sales forecasts.
• Lead commercial discussions, negotiations and business approvals.
• Collaborate with Solution Design, Commercial Management, Delivery, Bid Management and other teams.
• Act as the primary escalation point for commercial matters and support customer issue resolution.
• Ensure compliance with company policies, governance requirements and sales processes.

Required profile

• Minimum 8 years of enterprise sales, account management or business development experience.
• Mandatory experience selling IT solutions or technology services to airports and/or airlines.
• Proven track record of achieving or exceeding sales and revenue targets.
• Experience managing complex sales cycles, multiple stakeholders and executive-level relationships.
• Experience developing account growth strategies and managing sales pipelines.
• Bachelor's degree or equivalent professional experience; qualifications in Business, IT, Sales, Marketing or Aviation are advantageous.

Nice to have

• Knowledge of airport operations, airline operations, passenger processing, airport systems, airline systems, biometric systems or aviation technology solutions.
• Experience with large enterprise customers in aviation, transportation, immigration/border authorities or travel technology.
• Experience managing renewals, competitive takeaways and strategic account growth.

What we offer

• Flex Week: up to two days per week working from home.
• Flex Day: flexible workday.
• Flex-Location: up to 30 days a year working from anywhere in the world.
• Employee Assistance Program and Champion Health.
• Professional development through platforms such as LinkedIn Learning, Pluralsight, Harvard Business Publishing and Stanford.
• Competitive benefits tailored to local market and employment status.