Business Development Senior Manager

• 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.
• Proposal development and response. Assist sales reps with active opportunities ensuring that the appropriate product or business solution is included in sales proposals. Respond to requests for information and requests for proposal. Serve as a source for current collateral reference guides value statements and presentations.
• Competitive intelligence. Arm sales reps with knowledge messaging ideas and suggested tactics to help win in competitive situations. Demonstrate mastery of competitors' products tactics strategies and pricing. Leverage the organization's existing communication and collaboration tools (e.g. Chatter Jive) to share frequently asked questions competitive intelligence and frequently used/successful content.
• Objection response. Capture and communicate common buyer objections and outline the ideal responses to frequently asked customer questions helping reduce unproductive sales engagements strengthen field marketing outbound messages and influence product development to create future offerings. Provide assistance on specific nuances of product features or customer experiences.
• Customer success stories. In collaboration with product marketing product management and/or sales enablement develop and communicate customer case studies or other success stories by showing where and how the product or solution was implemented and the commercial value SITA brought to the customer.
• Sales playbooks. In conjunction with marketing and sales enablement develop business solution product vertical and buying center playbooks that provide current relevant and customized content for sales reps. Adapting value propositions case studies or ROI examples to prospects' needs reduces the amount of time each sales rep must spend on creating messages and improves the relevance and quality of interactions during each phase of the sales cycle.

• 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

• Business case planning
• Competitive Capability
• Configuration/pricing/quoting systems
• Consultative Selling
• Demand creation/prospecting
• Marketing automation
• Opportunity management
• Pipeline/forecast management
• Presentation skills
• Problem Solving
• Proposal/RFP systems
• Sales Process Knowledge

• Bachelor's degree required Master's degree/MBA preferred

SITA