Business Development Manager-Borders Management

SITA

Overview ABOUT THE ROLE & TEAM The Business Development Manager is accountable for engaging with Sales across their assigned territory or market segment to achieve new business pipeline creation, new business growth (with existing customers), and client satisfaction goals within the designated territory and accounts for SITA s Borders Business Lines. They bring Border Management, ATI, technology subject matter expertise and business acumen to our customers' business processes. 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. WHAT YOU LL DO Business growth: Work with Sales Reps, and with Prospects directly, to achieve profitable sales growth in the assigned Business Lines and 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 geography. Work to raise prospect awareness and consideration through presentations webinars and other outreach events. Drive prospecting efforts with Sales Reps and engage with Sales Reps in high & early customer meetings to build a pipeline in customer opportunity reviews and workshops and assist sales engineers with developing complex solutions to meet buyer needs. Pipeline acceleration and deal strategy: 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 for 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 (SFA) application. Proposal development and response: Assist sales reps with active opportunities ensuring that the appropriate product or business solution is included in 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. Teams) 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. Ability to identify Business Trends in general, Middle East and North Africa more precisely, that has direct impact to our business, that would include attending Industry and SITA events, where attending panel discussions and speaking might happen. Qualifications ABOUT YOUR SKILLS Bachelor's degree required or Master s degree/MBA preferred. Excellent communication skills in French and English languages (Arabic is a plus). Minimum 5 years of proven success in generating revenue growth in a sales and/or business development role in borders and government solutions is a must. Background in Identity Management/ Biometrics/ Selling security solutions for Government agencies (Immigration agencies, Intelligence, Home Affairs, Ministry of Interior, Borders Control Agencies) is a must. Track record of achieving/exceeding sales targets. Track record of building client relationships and presenting to Senior Management level, C-Level and Executive level Track record of building and implementing business development plans, including assessing, analyzing, tracking & consolidating market data. Track record of creating a strong pipeline. Experience in identifying and engaging with potential partners in MEA region. Business case planning and experience in pricing and quoting systems. We expect you to be a strong Team player, a Fast learner, and able to work under pressure. Extensive travel is part of the job.