Description:
**Business Development Senior Manager (Voice & Unified Communications)**
The Voice & Unified Communications (UC) Business Development Senior Manager is responsible for engaging with SITA Sales and Pre-Sales teams across their assigned Territory or Market Segment to attain new business growth and customer satisfaction within the designated territory and accounts for the SITA Communications & Data Exchange (C&DE) Business Unit. This role requires Air Transport Industry, API integration, Voice, and UC expertise, alongside an understanding of our customers' business processes. In collaboration with SITA Sales and Pre-Sales teams, this role takes a consultative selling approach to build customers' and sales representatives' awareness of our Voice & UC offerings, enhancing 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.- 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 proposal 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 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:
**Who you are**
**Experience**
- 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.
- Telecommunication prospecting background preferred.
- Previous marketing experience desirable.
- Track record of achieving/exceeding sales targets and building client relationship at Senior Management level.
- Track record of building and implementing business development plans incl. assessing analyzing tracking & consolidating market data.
- Bachelor's degree in business, Computer Science and/or Telecommunications required, Master's degree/MBA preferred.
**Knowledge & Skills**
- Technologies: Knowledge of VoIP, SIP Trunking, Direct Routing, Operator Connect, Toll Free/PSTN inbound services, video conferencing, Cloud unified communications (W